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

Resources:

• Pat Helmer’s worksheet for mastering the SORT and DUM framework:
• Sales Babble Podcast