5 Effective Sales Discovery Questions to Help You Close More Deals

5 Effective Sales Discovery Questions to Help You Close More Deals

By Stacie on

Discovery makes and breaks sales revenue. This crucial part of the process is where compelling reasons to buy are revealed, where your product or service shows its value, and where opportunity strike. With discovery calls carrying roughly 90% of sales, this is a vital pillar of closing deals.

The weight of discovery is matched with its dire nature. There’s limited time to ask key questions required to close those deals. Rapport and value propositions help displace this, but each question needs to be expertly targeted. Check out these 5 effective sales discovery questions guaranteed to help you close more deals.

1. Tell Me More About That

This simple question is a chance to dig deeper, revealing a pain or opportunity that has yet to emerge. Once revealed, this question can expose causation, cost, extent, and repercussions. It’s an ace in the hole that all too many ignore.

This question also beats out more direct ones, which can easily be too specific or assumptive. Asking someone to tell you more about a tidbit of information allows them to feel as though they are taking the reigns, that you care to learn about them and are here to help instead of simply make a sale.

2. Why is That Important to You?

An open-ended discovery question, these key words help identify why your solution could be important to a prospect. It helps them reach the conclusion of how solving a problem or unlocking an opportunity affects them personally.

3. What Happens If Nothing Changes?

This question forces the person to think about the status quo. If they don’t solve the issue or take the opportunity, what would the consequence be? You’ll be able to open up into how important your solution is to the individual. Now you’re managing value, which is key to closing the deal.

4. Can I Ask You a Difficult Question?

Now is your time to ask the tough question, the uncomfortable yet crucial piece of revealing value. Before doing so, ask. This prepares the prospect so they won’t get upset and shows respect by seeking permission.

It’s also your chance to explain why you want to ask a difficult question. That usually looks like, “in order to help suggest a solution,” or something along those lines. The real benefit here is taking away the edge of what comes next, softening the blow before your reveal.

5. Is (The Current Solution) Working?

You know the existing problems, the issues and concerns, by now. So, what is the prospect’s current solution for that and is it working? Based on their response, you might have to opportunity to add value or solve the scenario altogether.

While this question is immediate, it doesn’t come across as abrasive. You’re asking a straightforward question out of interest and concern. More importantly, you’ll be able to pivot straight into the reveal of why your product or service poses a better solution. Use these as you see fit or combine them into one pitch. Either way, you’ll be making the most of your discovery calls. 

How to Prevent the Spread of Coronavirus

How to Prevent the Spread of Coronavirus

By Article Editor on

The coronavirus has completely intervened and changed up the way that we live our everyday lifestyle. It has brought many changes to our world and it has also brought a lot of fear among all of us. It is known to be a very dangerous virus and this is why it is very important and highly recommended that everyone takes precautions in order to prevent the spread of it. Here are a couple of ways Shalom Lamm believes that people can prevent the spread of this virus.

Ways to Prevent the Spread of the Virus:

1.) Wearing a mask – Wearing a mask is highly important in order to prevent the spread of the coronavirus. Wearing a mask has been scientifically proven to help reduce the spread because the germs that we spread through our mouth and nose are limited. It is very important and in many states recommended to wear a mask whenever anyone leaves the house. Masks are mandatory in stores, restaurants, parks, buildings. The more people that wear masks the slower the spread of the coronavirus will be. It is also very important to wear a mask because there are many cases where people may be carrying the virus and may be asymptomatic. Being asymptomatic means that they are not showing any symptoms and Thursday, can spread the virus a lot faster. Wearing a mask will help prevent this.

2.) Social distancing- Social distancing is another great way to help reduce the spread of the coronavirus because the more spread out that people can be the less likely that they will spread it towards others. It has been known that this virus is highly contagious and the more that people interact with one another the more likely that it will be that the virus will spread among them. It is important to give a personal space especially in places such as close to buildings, stores, schools and any workplace environment.

3.) Getting vaccinated – Getting vaccinated is a great way to help prevent the spread of the coronavirus now that vaccines are starting to become available to the public. The faster that people get the vaccine the sooner that we will be all able to go back to our regular normal lifestyle. Shalom Lamm mentioned before that it is highly important to get vaccinated in order to prevent the spread of this virus. It has been scientifically proven that this vaccine can be up to 95% successful in order to help prevent getting re-infected from getting infected for the first time.

By following the tips and tricks listed above, people can help reduce and prevent the spread of the coronavirus. This is something that requires all of the people to take part in and cooperate. The sooner and more efficiently that people work towards this goal, the better the outcome will be.

The Consequences of Having Too Much Power

The Consequences of Having Too Much Power

By Article Editor on

A lot of people in this world enjoy the feeling of having power and being in charge of others. This can be a very satisfying emotion to feel, but it is important to know that with a lot of power also comes a lot of negative things.

Power is always something fun to have, but if it is not handled responsibly it can become a negative aspect in anyone’s lifestyle. Here are some of the reasons that Diego Ruiz Duran believes that there should always be an even distribution of power in the world.

1.) Having too much power can cause an individual to start acting negatively different. Having too much power can cause that individual to not think rationally and becomes selfish rather than thinking about helping the people. Someone that has power needs to act like a leader and be helpful towards others who may need to help. If an individual who has a lot of power is acting selfish, chances are that the people are not going to be heard and are not going to be helped. This can be very dangerous in a government setting. For example, if leaders in the government or experiencing having too much power, they can start to overrule and can start making laws that are not beneficial to society. Many people can become hurt by these actions.

2.) If there is too much power in the government, chances are that money is not being distributed equally. Money is a great aspect in this society. It is important that people have enough money in order to survive. If the government leaders are not taking proper action to ensure that people are being said, taken care of and are giving equal opportunities than society can start to experience a lot more crime and a lot more negative aspects as well.

3.) If there is an individual that has too much power in a government setting, this can cause people to not have enough faith or trust in that person. It is important that the public and society trust their government leaders enough to know that they are making proper decisions and try their best to help out society. It is very important that the public understands that the leaders are there to provide help and support for anyone who may need it. Diego Ruiz Duran has stated before that it is crucial for government leaders to have an even distribution of powers so that each and everyone of them can have a say when it comes to passing different laws. Laws affect the way that people live and move forward with their lives. This is why it is very important that government leaders are taking proper action and are having that how are equally distributed among them.

Having too much power is definitely something seen as a negative aspect in any area. It is especially seen as a negative aspect in the government field.

Have You Lost a Loved One to Mesothelioma?

Have You Lost a Loved One to Mesothelioma?

By Manager on

There are more than 100 types of cancer in the world, and any one of them can be devastating to not only the patient but their family and loved ones. 

Not only do families and friends struggle with seeing their loved ones fighting a potentially deadly disease, but there are often financial ramifications as well. According to the American Cancer Society, the financial burden of a cancer diagnosis can last for years in the form of paying medical bills. The organization reports that cancer-related costs continue to rise with the average price of new drugs now at $10,000 per month, compared to $1,000 20 years ago. This high price tag for care forces some patients to skip or delay medical care because of the cost. 

The Cost of Mesothelioma

While mesothelioma is not the most common form of cancer — with just 3,000 patients diagnosed annually on average — it is amongst the deadliest. Mesothelioma is caused by exposure to asbestos, which commonly happens on the job or even in homes, especially if they were built before 1980.

Like many cancers, there is no cure for the disease. And according to the Mayo Clinic, cancer acts aggressively and has a life expectancy of just about 12 to 22 months from the time of diagnosis. 

The fact that this disease often progresses so quickly can not only present emotional strain on a family but financial strain as well. These families often struggle to treat their loved ones and keep them comfortable while making up for the lost income that keeps them out of work when they are diagnosed.

Have You Lost a Loved One to Mesothelioma?

If you have lost a loved one due to mesothelioma you may be able to file a lawsuit to receive compensation. This process, however, can be time-sensitive so your estate representative will need to start the process as quickly as possible. 

The value of your case may depend on a variety of factors, including:

  • Degree of asbestos exposure
  • Proof of exposure and company negligence
  • Company at fault
  • Costs of related medical bills 
  • Age and health of the person at the time of diagnosis
  • Number of dependents
  • Funeral expenses

If you have recently lost a loved one to mesothelioma and believe you have a mesothelioma case, a qualified and experienced attorney can help navigate you through the process of filing a claim and determine whether you have a case or not. 

Run Smoother Tax Audits with Outsourcing

Run Smoother Tax Audits with Outsourcing

By Chris Turn on

With the coming deadline for tax season, you need to consider how you are going to go about fulfilling your business’ tax requirements. A lot of companies find it much easier to run a tax audit with third-party assistance. 

A tax audit is essential to make sure that all of your reporting obligations are adhered to and your business is running tax-efficiently. But, why does it make sense to outsource this part of business instead of handling in-house IT? Let’s take a look at some of the different reasons why it is recommended to outsource tax audits, and how the right IT help can prepare you.

Why Outsourcing Helps

One of the main reasons why it makes sense to outsource this part of your business is because you can benefit from an expert service. If you do not have any experience in finances, you may not be able to guarantee that you are dealing with your tax audit in the most effective and beneficial manner. 

This is why it makes sense to use the services of experienced tax accountants who know exactly what is needed, and have run many different tax audits before. You can make the most of their expertise to ensure that you are not missing out on any tax breaks available to you.

Another reason to consider outsourcing your tax audits, is that it can save your business money; many people do not consider outsourcing because they fear it is going to be more expensive, but this is often not the case. (Don’t forget to file your insurance as well to get 

The reason tax outsourcing is typically cheaper is that you are better guaranteed to receive all of the tax breaks available to you, so you are not missing out by paying more tax than you should be! Not only this but handling tax audits in-house can be more expensive, especially if you are going to need to invest in training your employees. 

Outsourcing Provides Peace of Mind

Not only is outsourcing helpful for your tax break, but it really helps bolster your IT. When you outsource your IT, you welcome a competent team of IT professionals who can help you with data storage to ensure you have all your tax files organized, on hand, and safely stored for future reference.

By outsourcing tax audits, you free up the time you would have spent to delegate towards your own business. You can focus on your core activities, which will ultimately boost your bottom line, and instead, you can let the accounting experts handle your tax returns for you. This works the same for your IT, as you can have confidence that any problem you might come across in taxes won’t be caused by IT, since you have the best care you can have.

If you work with an IT consultant, they can help you know what issues might be slowing down your productivity and what you can do to improve in order to run your business efficiently as technically possible.

The Importance of Workplace Security

The Importance of Workplace Security

By Chris Turn on

All businesses are going to have assets that they can’t afford to lose. However, if the asset is valuable to the business, you can assume it will have value to those who might steal it, as well. Digital equipment, machinery, and even data can all be stolen.

Workplace security is the means by which we combat that very real threat of theft and unauthorized access. Today, workplace security works in a few different ways. Here are some of the ways you can neutralize potential and existing threats to the business.

Preventing unauthorized access

Not every individual who visits the workplace may need to have access to the assets that you have. For things like the inventory in the stockroom and highly valuable equipment, access should be controlled physically, such as with the use of ID-based restrictions. 

For digital assets, such as valuable and sensitive data, you should ensure that you use systems with two-step authentication and passwords, as well as access control to make sure that every user has to verify their identity and that each individual user account has access to only the data that’s relevant to them.

Surveillance and alerts

Anticipation of security threats in the workplace is crucial. For physical assets, this can mean using things like wireless surveillance systems, alongside security alarm systems so that you are alerted to the unauthorized presence in the property as soon as possible. 

For digital systems, this might mean working with a managed cybersecurity team who can monitor logs from a range of digital access points that can raise the alarm as soon as there is any suspicious activity. From there, they can lock down certain parts of the system, stopping the spread of any threats until it is resolved.

Creating a strong security policy

The security systems in place are only going to be as effective as the team that is operating them. As such, frequent training on workplace security threats and the creation and maintenance of a comprehensive security policy is key. 

Your team needs to know what steps to follow in the event of a potential breach. Rather than leaving it entirely up to their discretion, security and crisis management policies can help direct them to productively dealing with them as soon as they can.

Determining and preparing for threats

In order to make sure that you are putting strong security policies in place, you should start with an evaluation of the security needs of the workplace. A risk assessment will help you figure out what you need to protect and how it is currently unprotected. From there, you can work with the right physical security and cybersecurity management teams to find the best options to correct those threats.

With the help of strong security policies, the right equipment, and the help of a cybersecurity management team, you can make sure that your business is protected from the threat that criminals pose. Take the time to identify the assets that you value, the security threats that exist around them, and what you can do to close those gaps.

Mesothelioma Lawyers Are there to Protect the Rights of Victims Exposed to Asbestos

Mesothelioma Lawyers Are there to Protect the Rights of Victims Exposed to Asbestos

By Web admin on

Millions of people in the United States go to work or move about every day without realizing the danger that they put their lives in. Despite the fact that asbestos is the number one cause of people developing mesothelioma, the United States has failed to pass legislation that would ban the use of the mineral in products. Mesothelioma is one of the most dangerous forms of cancer on the planet. 

Greater than 3,000 people in the United States are stricken with Mesothelioma each year. Due to the nature of the disease, and how quickly it can metastasize, it is very important that people start treatment for their cancer as soon as possible. Anyone who believes that they were exposed to asbestos on their job, or through the use of products containing the substance, should seek the advice of an mesothelioma lawyer as soon as possible.

A lack of awareness

Most people in America know how dangerous asbestos is, however many are surprised to learn that asbestos is contained in many of the products they use. Scientists have conducted countless studies that revealed exposure to asbestos, even in very small amounts could cause a person to develop mesothelioma. People who work in industries like construction, roofing, shipyards, and automobile repair have a greater risk of being exposed to asbestos than people who work in other industries. Firefighters are also at high risk for exposure to asbestos,

In the Oddest Places

It is important to note that asbestos is still very much a part of American everyday life. Asbestos is still being used in insulation for example. At least 1% of the materials used to help regulate the temperature in buildings and homes is made of asbestos. Because asbestos can withstand an incredible amount of heat, car parts like clutches, pipes, gaskets, and brake pads are often made with the mineral. 

When people think about fire safety products, they make the assumption that the products are safe to use. Many fireproof products are made with asbestos fibers, because they repel fire. When choosing fire safety products for their homes, people should research and do their due diligence before selecting items like fireproof coating, fire curtains and fire blankets. 

If there is an emergency at home or in the workplace, and fire safety items need to be used, it is important for people to remember that heat could disperse particles of asbestos into the air. Users of these types of products should be mindful of this fact, and protect their noses and mouths when these products are in use. Asbestos is also found in potting soil, fertilizer, laboratory equipment, talcum powder and in some construction materials like floor tiles and plaster.

Get Help Right Away

Anyone who has been diagnosed with mesothelioma, and believes they were exposed to products containing asbestos at work, home or in their community need to secure the services of a mesothelioma lawyer as soon as they can. An attorney can help make sure that people who have been diagnosed with mesothelioma through asbestos exposures get the protection and help they need. Businesses and involved in these types of lawsuits have lawyers on retainer to ensure they have the best legal representation possible. A mesotheiloma lawyer is there to even the playing field.

How Transferable Skills Affect Your Ability To Claim Disability Benefits

By admin on

To qualify for Social Security disability benefits, an applicant must prove that they have a medical condition (injury, illness, impairment, etc) that prevents that from working on a full-time basis. In evaluating your application, the SSA must determine if you can return to your previous position or if reasonable suitable alternative employment is available. 

Transferable Skills and Social Security Disability: Explained

If you have transferable skills, it increases the amount of positions that the SSA will deem “suitable” for alternative employment. Workers who have transferable skills are more likely to be able to find a less strenuous alternative position. As such, their disability claim is actually more likely to be denied. Here are three specific things to know about the medical vocational guidelines from the SSA: 

  1. Four Exertional Categories: Based on long-standing ‘grids’, the SSA classifies positions into four broad exertional categories: heavy work, medium work, light-duty work, and sedentary work. In reviewing the medical documentation associated with a disability claim, the agency will determine whether an applicant can perform work in any of these categories. 
  2. Transferable Skills Affect Alternative Employment: The SSA may determine that an applicant can perform sedentary work. Whether any sedentary positions are reasonably available will depend on a worker’s job skills. An employee who spent three decades working at a strenuous position in a warehouse may not have the “transferable skills” to find sedentary work. As a consequence, this employee’s SSDI application may be approved. 
  3. Age Matters: Even if an employee has transferable skills, they may require some level of vocational retraining to find a new position. Federal rules and regulations mandate that the SSA must take age into consideration. The older an applicant is, the less likely that any amount of vocational retraining is appropriate. In contrast, younger applicants are frequently deemed fit for retraining.  

The Bottom Line: Transferable skills will have a significant impact on your ability to obtain SSDI or SSI benefits. That being said, the SSA may try to “overfit” or “overstate” the transferability of an applicant’s job skills. If you have concerns about transferable skills or you believe that your application was improperly denied, an experienced Social Security disability attorney can help. 

The Life Changing Effects Of Regular Massages

The Life Changing Effects Of Regular Massages

By Manager on

We lead such busy and stressful lives that after a time it all seems to catch up with us, and our mental and physical health begins to suffer. We are so caught up in our jobs that we forget about the thing that is most important to us, our health. The number of people that take sick days off on a regular basis is rising all the time because people are working longer hours than they should and they are not putting aside any time for themselves. It is really difficult to create a work life balance, but some people are succeeding and they are finding new ways to reduce their stress levels and their anxiety levels as well. We generally turn to a third party that can provide some kind of service that can help us to relax and one great place to start is with a massage therapist.

If you get a massage in Phuket by Oasis Spa for example, you walk out of there feeling like a new person and all of your aches and pains, stresses and anxieties are all gone. This is something that we all need to treat ourselves to once in a while in order to live a healthy and happy life. If you’re still not sold on the many benefits that massage can bring into your life, then maybe the following shortlist can help you to make some changes in the right direction.

– It helps with pain relief – Massage is perfect because it focuses on your trigger points and its purpose is to stretch your muscles that are particularly stiff or injured. If you are currently starting a new exercise routine, then your body is going to get a little bit sore and so you need some massage to help to increase the blood flow to the tissues of your muscles. This massage helps to release all of the tension that your body is holding and the massage will help to reduce the pain that you are currently feeling. Massage helps you to recover quicker and this allows you to continue on with your busy life.

– Improved sleep patterns – We all suffer from brain fog and want to get rid of it, andfor those of you who are finding it difficult to get a good night’s sleep, the sounds can provide you with all of the answers that you need. Due to the fact that the massage helps to lower your stress levels, this helps to relax your muscles and together this helps you to get to sleep quickly and you stay asleep for much longer.

Reduced stress & anxiety – There are two different kinds of stress and one is good view and one isn’t. The one that isn’t is usually the one that we all suffer from due to the busy lives that we lead. Massage can help to remove the stress from your body which in turn, will reduce your anxiety levels. To learn more about massage therapy and how it can improve your health, have a look here.

If you want to experience an escape from all the trials and tribulations of living modern life, then a massage can definitely provide you with all of the answers that you need.

Health Benefits of Vegan Protein Powder

Health Benefits of Vegan Protein Powder

By admin on

Protein is a terrific dietary supplement. Its ability to boost energy, help build muscle, and support weight loss makes it an essential part of many people’s diets and it is especially useful for people looking to stay in shape. Those who are passionate about fitness will eat a high protein diet and supplement with protein powder that can be added to foods and mixed into shakes.

To meet everyone’s dietary needs, vegan protein powder varieties have also been made available. These are animal friendly products that are beneficial in more ways than one. Read on to find out why you will want to make them a part of your routine.

6 Health Benefits of Vegan Protein Powder

It’s Kind to the Earth

Vegan protein powder is made from crops that require less land, water, and other natural resources to grow as compared to animal based proteins. They are also biodegradable and create a minimal amount of waste.

Great for Those with Allergies and Dietary Restrictions

Plant based protein powder is usually gluten free and hypoallergenic. This makes it a great choice for people with allergies and those on a gluten free diet.

Good Source of Fiber

Fiber is available in two forms, soluble and insoluble. Insoluble fiber helps the digestive system run smoothly while soluble fiber helps us feel fuller longer. Many animal based protein powders are rich in soluble fibers and low in insoluble fibers. Vegetable based protein powder is rich in both soluble and insoluble fiber making it the healthiest choice.

Packed with Vitamins and Minerals

It’s no secret that vegetables are full of vitamins, minerals, and antioxidants. Therefore, a vegan protein powder shake works as a great alternative to a home cooked, well balanced meal, and it’s a lot easier to make!

Free of Growth Hormones and Antibiotics

Meat products come from livestock that is often treated with growth hormones and antibiotics. When consumed in large doses, these can cause health issues such as heart disease and diabetes in the human body. Eating plant based means you never have to worry about these additives. This is another reason why a vegan protein powder is the best choice.

Finding the Right Vegan Protein Powder

If you are in the market for a plant based protein powder, you want to go with one you trust to have all-natural ingredients that give you the energy you need. Innate Response’s Vegan Protein Vanilla is a recommended choice.

The Innate Response brand is known for formulating quality supplements that start with fresh whole fruits and vegetables. Their Vegan Protein Powder is plant-based and hypoallergenic and it provides an easy way to add protein to your diet. It is made without artificial colors, flavors and preservatives, and it has a great vanilla taste.

If you are looking to give your diet an extra kick, vegan protein powder is the way to go. It’s kind to the earth and it has tons of great ingredients without the unhealthy additives. How will you be incorporating it into your daily routine?