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Today, we’re going to talk about the power of qualifying, which means asking questions and asking the right questions so you become more efficient and you save much wasted time out of failing to ask. I’m bringing in Benjamin Brown on the show. Benjamin is the owner and CEO of 360 Sales Consulting where they teach small businesses and entrepreneurs how to create and generate more funds by selling more effectively. He is a coach, a keynote speaker, and author of the book Master the Art of Closing the Sale.

Here are the highlights of my conversation with Ben:

Ben’s biggest sales struggles:

• Lots of wasted time
• Being more efficient
• Being able to put a process in place

What Ben did to overcome his struggles:

1. Qualify.

Many people do not ask enough questions. But you have to drill the questions.

2. Practice.

Sales is a skill and any skill needs to be practiced. Practice not just by reading it but practicing it with someone else like a co-worker or a boss or a spouse or record yourself on your phone. Don’t practice on your customers.

3. Make sure you pitch to a decision-maker.

Make sure the person you’re pitching to is a decision-maker. Do not assume.  Have a checklist as you’re doing it.

Episode Resources:

Connect with Ben through his website www.360salesconsulting.com or send him an email at ben@360salesconsuilting.com or @team360sales on Twitter and Instagram.

Check out Ben’s book Mastering the Art of Closing the Sale

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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