Posts tagged ‘Effective Selling’

Yesterday I gave you my top three of Dumb and Stupid Sales Questions. Today, I will provide you with my runner-ups that are also Stupid and dumb Questions that should not be used by sales people.

First I want to share why asking Stupid or Dumb Questions is really bad for your sales success. There are several reasons and here are a few of the critical reasons.

  1. You will not differentiate yourself from the other inexperienced or bad sales people. You will be just like the thundering herd of sales people who ask bad questions and bore the customer or prospect.
  2. It will be more difficult to transition into the really good questions that help a customer or prospect. When the customer hears the same old questions or dumb questions, you lose rapport with the buyer – who often start asking about price so they can tell you that your price is too high – and you will believe the buyer and leave. The buyer accomplishes their mission of getting rid of the boring sales person.
  3. Poor questions lead to the customer or prospect taking control of the interview or conversation placing you back in the commodity bubble. Again, when the questions become boring or common, the buyer loses focus and interest. When this happens they take back control by asking questions they want asked without you having the insight of their responses and information. A bad situation gets worst and you lose.

Okay, it’s time for some more stupid and dumb questions: Continue reading ‘Dumb Questions to Ask a Customer – Part Two’ »

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Posted by Voss Graham on May 20, 2009 at 5:26 am under Sales.
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After listening to a series of questions from a salesperson recently, I wondered how many other salespeople have this disease – Asking Dumb or Stupid Questions with Customers or Prospects. And, after talking to a few at a sales meeting, it appears there are more than I thought asking these questions.

So here are three questions I hear often:

  1. Continue reading ‘Dumb Questions to Ask a Customer – Part One’ »
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Posted by Voss Graham on May 19, 2009 at 5:26 am under Sales.
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Yesterday, I discussed the impact of negative cash flow and how it can create major disadvantages to an organization of any size. The effects of a negative cash flow can range from a loss of competitiveness to placing a company in bankruptcy court.

Today, I want to talk about the impact of positive cash flows on an organization. Since Cash is King – then it becomes simple to understand that a positive cash flow creates cash. So, what are some of the effects of a positive cash flow. The following are the key impacts of a positive cash flow:

Continue reading ‘Business Acumen 101 – The Effects of Positive Cash Flow’ »

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Posted by Voss Graham on March 5, 2009 at 5:46 am under Business Acumen and Metrix.
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