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Tag: probing skills

The Less You Say…

March 26, 2021 pdonehue

In a recent MakingTheNumbers.com post, author Jack Falvey offered the following advice to sales professionals, “The less you say, the…

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Posted in: Closing the sale, communication skills, Listening, Selling skills Filed under: how to be a better listener, listening in sales, listening skills, probing skills, selling skills

Are Questions the Answer to Making Breakthroughs?

February 12, 2021 pdonehue

An article published in 2020 as part of the Drucker Forum’s “shape the debate” series raised some interesting perspectives about…

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Posted in: Business Communication, Leaderhsip Filed under: how to be a better leader, leadership traits, probing skills, questions

Harder Questions?

January 4, 2020 pdonehue

In a recent article published by SalesProCentral, Gretchen Gordon, founder of Braveheart Sales Performance writes, “The harder the questions, the…

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Posted in: Closing the sale, Sales Process, Selling skills Filed under: asking better questions, how to close more sales, probing skills, selling skills

5 Keys to a Good Question

March 20, 2019 pdonehue

When involved in selling, it is critical that we truly understand our customers’ needs, interests and priorities. Otherwise it is…

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Posted in: communication skills Filed under: how to ask better questions, need assessment, probing, probing skills

Bridging the Communication Gap

April 19, 2018 pdonehue

Miscommunication can be a costly occurrence. Defined simply by Merriam Webster as failure to communicate clearly, the causes of miscommunication…

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Posted in: Business Communication, Selling skills Filed under: business communication, communication skills, effective communication, probing skills, trial closing

Are You Interested?

March 2, 2017 pdonehue

Whether you are a sales manager, business executive or business owner, becoming “interested” is an important component of driving your…

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Posted in: Business Development, customer engagement, need assessment Filed under: assessing needs, building better professional relationships, how to impact others, interested versus interesting, probing skills

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