B2B Sales Blog
Back to Blog Index

Asking the Right B2B Sales Questions the Wrong Way

Asking B2B Sales Questions Over the Phone?

Here’s How to Avoid Scaring Prospects Away

Knowing what to say and when to say it isn’t enough for 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 that we ask the appropriate questions at the correct times within the sales process; if the right questions get asked 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 are no longer 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. You’ll experience tremendous success faster (i.e., Close more sales / write more business / make quota – you know, that sort of thing) with your new sales techniques than if you only “try them out” on live prospects.

A simple 20-minute role-playing session each morning will pay high dividends in short order as long as you’re practicing the right inside sales techniques.

I’m Not New to Sales. Do I need to Role Play?

Two schools of thought here:

1) If you are not hitting your numbers or had to switch from outside sales to inside sales, the faster you get out of your comfort zone and into a role-playing group, the faster you’ll start making more sales.

2) If you are hitting your numbers and are the top dog in the company, role-playing will help keep you sharp, but you will help the rest of the sales team improve their skills.

It’s a win/win all the way around.

– 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.

Get Our On-demand 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 Time Management Skills

GET MORE INFO HERE

sales training

ELIMINATE CALL RELUCTANCE

Find Out More About Our Program
  • How to Warm Up and Close Cold Leads
  • Eliminate “No, Thanks,” “Not Interested,” & “We’re All Set” Responses
  • Neutralize Gatekeepers & Get Voicemails Returned
  • Ask Engaging Questions Instead of Probing
  • Improve your Qualifying Skills
  • Give Stellar Presentations & Handle Objections
  • Close Follow-up Calls and Get Targeted Referrals
  • How to Set & Achieve Your Toughest Sales Goals
  • Improve Your Time Management Skills
Duration: 1 hour per week for 8 weeks Where: Online @ your desk, conference room or home Presenters: Michael Pedone