Questions

Hamish Knox, Sandler trainer from Calgary and two-time author, shares and audio blog about how to share your vision for the future of your team through questions. He talks about the attitudes, behaviors, and techniques needed to be more successful in sales management. 

Listen Time: 5 Minutes

My Mom was a funny lady and during my youth she was constantly throwing riddles at me. Some of her riddles came in pairs and the pairs typically had a point. One pair of riddles has been a huge lesson for me as I have gone through life.

When it is time to talk to a prospect, most salespeople are prepared for an in depth description of what their product or service can do for the prospect. Sales people show up well armed with use cases, demos, sell sheets and often times references. But none of those things will help them make a sale if they can not get answers to three simple questions...

Have you ever wondered, “What am I doing wrong?” or, “How can I take my practice to the next level?” If you have, you’re not alone, and you’re in luck. Our newest book release, Asking Questions The Sandler Way, answers both of those quandaries and reveals so much more. In the book, Sandler trainer and author, Antonio Garrido, outlines how he revitalized his practice by changing his approach. Below we have identified a few key takeaways from the book.  

Antonio Garrido, Sandler trainer, and new author of Asking Questions the Sandler Way joins us to talk about the best sales questions. You will learn his favorite questions, the right attitude for asking questions, and why you should be asking more and better questions in the first place.

As a sales coach, I spend time with quite a few people who have big monkey collections. They have accepted their prospects' and clients' problems as their own. Unfortunately, these monkey collections have some predictable consequences.

My Mom was a funny lady and during my youth, she was constantly throwing riddles at me. Some of herriddles came in pairs and the pairs typically had a point. One such pair of riddles has been a huge lesson forme as I have gone through life. Here they are. Riddle 1: What did Tarzan say when he saw the elephantscoming down the road? "Here come the elephants." Riddle 2: What did the elephants say when theysaw Tarzan coming down the road? Nothing, elephants don't talk