What's the secret to engaging with prospects during sales calls?

Top Performers Receive 40% More Questions During Discovery and 43% More Questions During Presentations

According to recent research, top-performing sales representatives are receiving far more questions from prospects during the discovery and presentation stages than their average-performing peers. In fact, the study found that top performers are receiving 40% more questions during the discovery stage, and during presentations, they are receiving 43% more questions.

The study analyzed sales calls from a variety of industries and found that top performers were more likely to ask open-ended questions that encouraged prospects to share their pain points and needs. As a result, prospects were more likely to engage in a deeper conversation and ask follow-up questions, leading to a higher likelihood of closing the deal.

One theory behind this phenomenon is that top performers are better at building rapport and establishing trust with prospects, which leads to a more conversational and collaborative sales process. By asking open-ended questions and encouraging prospects to share their thoughts and concerns, top performers are able to demonstrate that they understand their prospects’ needs and can offer a customized solution.

In addition to receiving more questions from prospects, top performers also tend to ask more questions themselves, further demonstrating their commitment to understanding the prospect’s needs and pain points. This approach can lead to a more effective sales process, as both the prospect and the sales representative are working together to find the best solution.

While speaking slower and receiving more questions may seem counterintuitive to some, it highlights the importance of active listening and clear communication in the sales process. By speaking at a measured pace and encouraging prospects to ask questions, top performers are able to better understand their needs and tailor their approach accordingly. As such, sales professionals looking to improve their performance may want to consider adopting similar strategies to enhance their overall communication skills.

More 2022 Stats

8% of salespeople say that their sales teams generate high-quality leads

73% of B2B executives agree that customers expect more personalization than they did a few years ago.

Top Performers Make 54% More Conversation Switches on Calls and 78% More in Presentations

48% of salespeople never even make a single follow up attempt.

Even with a return to in-person lifestyles, only 20% of B2B buyers say they hope to return to in-person sales.

50% of buyers say working remotely has made buying easier.

44% of salespeople give up after one follow-up call.

There is a 70% greater likelihood of converting re-targeted visitors vs. those who are not

Customer referrals account for 54% of all B2B leads.

71 Words per Minute: The Surprising Speech Speed of Top Performers, Who Speak 6% Slower Than Their Peers

More Sales Strategy Stats

92% of consumers trust referrals from people they know

85 Percent of Consumers Conduct Online Research Before Making a Purchase Online

55% of sales reps say budget is the most common reason a promising deal falls through

77% of sales professionals say their organization is planning to invest more in sales intelligence tools

71% of salespeople are using social selling tools

It takes an average of 8 interactions to secure a meeting with a prospect

Why 40% of Sales Professionals Didn’t Achieve Their Revenue Goals in 2020

Nearly 90% of sales reps emphasize the importance of anticipating customers’ needs

41.2% of sales reps say that their phone is the most effective tool for performing their jobs

32% of sales reps spend an hour or more on data entry every day

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