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Home > Predictable Prospecting's Podcast > Episode 54: The Power of Asking Questions - Pat Helmers
Podcast: Predictable Prospecting's Podcast
Episode:

Episode 54: The Power of Asking Questions - Pat Helmers
Category: Business
Duration: 00:28:55
Publish Date: 2017-03-21 09:00:00
Description:

Do you clam up when you finally get on the phone with your prospect? Or worse, do you follow a pre-planned script without letting your prospect get a word in edgewise? On this episode of Predictable Prospecting we’re joined by sales expert and host of the iconic Sales Babble Podcast Pat Helmers for a discussion on why listening is the most important part of sales. Pat shares his unique framework for qualifying sales leads, and walks us through his process for having a great conversation with a prospect. This episode is a must-listen!

Episode Highlights:

  • Pat Helmer’s biggest qualifying pet peeve
  • The SORT questions and the DUM questions: A framework for qualifying
  • Why startup companies have a difficult time pitching their product
  • How to begin the SORT and DUM process
  • Closing the sale
  • Letting go of the fear of silence

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