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Asking the Right B2B Sales Questions the Wrong Way

How to Avoid Scaring Prospects Away

Knowing what to say and when to say it isn’t enough when it comes to selling by phone. The real home run hitters have a very fluid tone to their conversations that put prospects at ease. Their prospects can “feel” the sincerity over the phone and in return, feel safe to open up and share the vital information needed for sales professionals to qualify/set up and close the sale.

Asking the Right B2B Sales Questions But Getting Little Results?

Let’s assume for a moment that we are asking the appropriate questions at the correct times within the sales process… even if the right questions are asked if they are said in the “wrong way” the prospect only feels one thing. “DANGER”.
And when that signal gets raised, you can almost certainly forget about closing the sale. You’ll no longer be viewed as a value-added resource. Instead, you’ll be back in the “pesky” salesperson column with the rest of the pack.

Here’s a simple way you can avoid having this self-inflicted derailment from happening to you:

It’s called role-playing… maybe you’ve heard of it? It seems to be a lost practice these days.
Role-playing is especially helpful when you are learning new sales techniques.
By practicing what to say, when to say it and how to say it, you shorten the learning curve of the new sales techniques you learn and you’ll experience greater success faster (ie. Close more sales / write more business / make quota… you know, that sort of thing) with your new sales techniques than if you simply “try them out” on live prospects.
A simple 20-minute role-playing session each morning will pay high dividends in short order. Just make sure you’re practicing the right techniques.
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
Register Now for Our Next 8-Week Phone Skills Improvement Program!

  • Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
  • Turn Cold Calls into Warm Sales Conversations
  • Avoid Gatekeeper Rejection
  • Get 10% More Voicemail Callbacks
  • Set 25% More Appointments
  • Close 33% More Sales
  • Improve Your Time Management Skills

Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone

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