The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

New sellers struggle to make sales because they lack the skill and experience to ask well-crafted questions and build rapport with their prospects. In this episode of The Sales Evangelist, guest Tony Morris tells us the five ways for new sellers to sell like pros. As an author, podcaster, entrepreneur, and speaker for sales conferences worldwide, Tony knows how any beginner in the sales world can stand out.   Follow the 80/20 rule (but in the proper order) Sales reps should apply the 80/20 rule when talking to prospects: listen 80% of the time and speak 20% of the time. (We have two ears and one mouth, so use them in that order.) Many salespeople use the 80/20 rule, but reversed. Tony’s first tip for new sellers: talk less and listen more.  When you encourage your prospect to talk more, you learn more about their needs and how you can help them. Ask the right questions.  What makes a bad question? Any question that prompts a one-word answer. These questions are impersonal and don’t provide insight into the