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Why Ask Questions?

June 2nd, 2014
The ability to ask questions and to qualify are two core competencies in sales. In Dan Pink’s Book ‘To Sell is Human” he states:

“In the New World of Sales, being able to ask the right questions is more valuable than producing the right answers.” Pink. To Sell is Human. Riverhead. 2012 p 147

Whether you target businesses or consumers in your industry, you need questioning abilities to connect and to engage your customers. I agree with Dan Pink when he says “we are all in sales”.

On this site, you will find references to a new book “The Art of the Q.” I wrote this because I passionately believe that questions and qualification (a sequence of questions) will help you to save time.  Further, my experience is that people who ask the right questions make more money! Why?

Questions help you understand the needs and wants of your customers.

Questions help you counsel buyers to identify and to remove obstacles that stand in the way of your success.

The difference between “The Art of the Q” and other books is that it is based on 17 actual case studies with real life examples. You get actual questions stripped from high performing sales people that you can immediately use in your day to day business life. If you want to download “The Art of the Q”, it is available in e-book (Amazon.com | Barnes and Noble). A print version is coming soon.

You probably use questions now. My hope is that you have the desire to hone these skills to become an expert in communications. I hope you will also share YOUR questions (and answers) with me at facebook/salestrainer4U!

Thank you,

Charlie Van Hecke

 

Managing The Opportunity Pipeline

November 5th, 2013

Every organization should have someone in the Sales Management Role. A very
important program will focus on the needs of Sales Management with programs
that will encourage sales activity, proposal generation and forecasting! The
more customers you can find and submit proposals to – the more money comes into the organization! Click on “Get Pipeline Up” link below for free video tip!

Get Pipeline Up!

Lower Costs and Get Sales Up!

If you are a small to medium size company,
you may want to first hire an inside sales person and then move them into
outside sales. Keep your costs of sales low while building a pipeline of new
business (proposals, estimates) opportunities. As cash flow improves, you can hire a replacement for inside sales and personally tackle the role of sales manager. If you are a medium-to-larger size company, you will want Sales Managers to improve because they directly impact cost control and revenue generation.

Growth should be managed so it does not strain your organizations ability to deliver on expectations!

 

 
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Journal Entries from Pro Bono Sales Coach Charlie Van Hecke.
Charlie volunteers to help Business Owners, Job Seekers, Veterans and 2nd Chance Citizens cope with change using positive sales psychology and skill infusion.

 

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