The Power of Open-Ended Questions in Sales: Let’s Play a Game!
Frederic Lucas
Sales reps need to be able to engage their customers in conversation if they want to make a sale. One of the best ways to do that is by using open-ended questions.
Open-ended questions allow the customer to talk, and by doing so, the prospect will feel more engaged and connected to the sales rep. In addition, open-ended questions can help uncover hidden needs and wants that the customer may not have been aware of.
Should you play 20 Questions in consultative selling?
It’s a campfire favourite and you can also play the game online. Everyone takes a turn thinking of something, or
Recent Articles
1 Dec
In the sales process, closing a sale is often seen as the most important part of it. However, that's not true. A lot
Emeline Gleitz
6 minutes read
Strategy for Winning B2B Sales: What is Most Important Before Closing
10 Mar
Let me start by asking you a question: Are you just another sales rep?Most salespeople today have a presentation-based
Louis G. Larochelle
3 minutes read
How to differentiate yourself in sales prospecting
28 Aug
In many companies and across multiple industries, representatives face enormous pressure to quickly provide their price
Louis G. Larochelle
5 minutes read
Negotiation 101 in Consultative Selling
13 Aug
I often talk about consultative selling and the fact that it is the sales approach that elite sellers systematically
Frederic Lucas
3 minutes read
When Not to Use Consultative Selling, but Rather Transactional Selling
24 Jul
Sales representatives have this tendency of jumping on large sales opportunities, which is fine because you can often
Guest blogger
3 minutes read
Are you handling large sales opportunities the right way?
11 Apr
Proposing too early. The scenario is easy to imagine, having surely gone through this yourself.
The hunt had
Guest blogger
3 minutes read
How to Resist the Urge to Send a Proposal Too Early
11 Jan
Selling has changed since 2008.
As Objective Management Group (OMG) states, the most significant changes are
Frederic Lucas
12 minutes read
What's Consultative Selling?
24 Aug
Are salespeople threatened by the arrival of artificial intelligence?
At Prima Resource, we advocate the science
Louis Larochelle
5 minutes read
Artificial Intelligence for Sales: How to Prepare for It
13 Jul
At the end of my sales trainings, the majority of representatives come to realize that they ask their potential
Frederic Lucas
4 minutes read
Consultative selling questions to ask | Ask the right questions
![How to Handle Sales Objections [Video]](https://blog.primaressource.com/hubfs/Imported_Blog_Media/poser-des-questions-pour-gerer-les-objections-306502-edited-1.jpg)
6 Jun
What is the big argument used by your representatives to resolve the objections they face?
Let's get something
Frederic Lucas
3 minutes read
How to Handle Sales Objections [Video]
23 Mar
If you're planning to sell your business, as its leader, you need a succession plan that will ensure its
Jean-Francois Fontaine, B.Ing. M.Sc.A.
4 minutes read