Chris is joined by Nathan Rager, Director of Sales at Interactive Workshops, as they dive into the core principles of sales questions, uncovering hidden complexities and discussing strategies for success in an ever-changing landscape. Tune in to find out how a British Army planning methodology can become a powerful tool for navigating shifting scenarios and driving effective sales strategies. Learn valuable techniques for using different types of questions throughout sales conversation to maximise the value of your meetings. As always, share and subscribe to be part of the Sparks network. #SparkPodcast #salestips #salesenablement -- // Brought to you by Interactive Workshops https://interactiveworkshops.com/podcast/ // See what we do best www.interactiveworkshops.com // Want to spark something with us? sparks@interactiveworkshops.com // Connect with us on LinkedIn Chris Lissaman: linkedin.com/in/chrislissaman Nathan Rager: linkedin.com/in/nathanrager 00:00 Coming up 01:42 Foundations of sales 02:27 Sales and questioning 04:02 Underneath the surface 05:25 Driven to understand 07:04 Ever changing sales 08:32 The Seven Questions 09:27 Has the situation changed? 11:44 Can we measure change? 12:27 The core types of sales questions 13:24 Open and closed questions 14:02 Probing questions 16:23 Leading questions 17:52 Hypothetical questions 19:37 Conditional questions 20:17 Should you stick to your questions? 23:27 Bad questions or just bad timing? 27:17 Unlocking information 28:43 The Key Question… 30:06 How we help
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