In this new installment, and returning to the topic of how to optimize sales efforts, specialist and postgraduate professor Carlos Rosales shares and explains:

-Those who work in sales often face the same scenario: they present a well-constructed proposal, detail the benefits, answer objections, and still receive a “no” too quickly.

What’s going wrong?

“Possibly, the problem isn’t the solution you’re offering. It’s the conversation you’re having.” When a buyer is on autopilot—with fixed ideas, assumptions, or poorly focused urgencies—repeating arguments rarely works.

-Instead, a good question can open a gap in their thinking and take the conversation to another level.

• The right questions don’t just drive sales
• They transform the conversation
• They provoke reflection
• They take the buyer out of autopilot

“Here I share with readers and users 9 questions designed for just that: to change your client’s focus and open a more strategic, in-depth, and forward-thinking dialogue.”

-They are truly useful, which is why we should take them into account.

1. “Why is that your strategy?”

A simple but powerful question. Stated politely, it doesn’t confront; it invites review. If the client’s logic is sound, excellent. If not, you can help them rethink it.

2. “Why hasn’t this been solved before?”

This question makes the invisible visible. Maybe they’ve already tried and failed. Maybe they chose a convenient but ineffective solution. With this question, you can better understand their story and add something more relevant.

3. “What will the impact be if you don’t solve it?”

Every problem has consequences. Sometimes they’re obvious, sometimes they’re minimized. This question helps clarify real costs, risks, and emergencies.

4. “How do you think you could make it happen?”

This “how” opens the way to talk about obstacles and possible paths. It allows you to see the landscape from their perspective… and show why your solution makes sense.

5. “What do you think could be possible?”

Ideal for getting the buyer out of the short term. This question points to opportunities, potential, and what could be achieved beyond the immediate problem.

6. “Have you considered another way to do it?”

It doesn’t suggest the client is wrong, just that they may not have explored every angle. It opens the door to new ideas without imposing them.

7. “What will happen if they don’t act?”

This question introduces real urgency. It doesn’t pressure, but it does show what’s at stake if they don’t make decisions in a timely manner.

8. “How do you know that’s true?”

Sometimes the client repeats assumptions as if they were facts. This question doesn’t challenge, it invites more precise thinking and a separation of the subjective from the objective.

9. “What’s missing?”

This is a question that changes the pace. It usually creates a pause: “Good question…” That’s where something valuable can emerge that wasn’t yet on the table.

Close more sales by asking better questions

-These questions aren’t gimmicks. They’re tools to connect more deeply, build trust, and provide real value.

“Because selling isn’t about pressure. It’s about conversing intelligently.”

Bio of Carlos Rosales, the author

Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. Author of the books “People Buy People,” “People Buy Leaders,” and “Epic Blunders in Sales,” with more than 90,000 copies sold. He is a trainer of sales professionals throughout Latin America. He is a high-impact speaker and mentor.

Distinguished by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as the Top 12 HR Influencers in Colombia.

He is currently the director of Consultores Neurosales, a training and human development company with a presence throughout Latin America.

Main reference image source: Scott Graham on Unsplash

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The 23rd edition of Gatorade Caracas Rock arrives this Sunday with the presence of Olympic finalist and Bancamiga ambassador, Joselyn Brea, who joins the 8,000 participants who will leave at 7:00 am from the vicinity of the Valle Arriba golf club, on the Autopista del Este.

In the framework of this important 10-kilometer race, Bancamiga will be opening accounts this Friday and Saturday at the Líder shopping center in La California and also announcing the implementation of payment tokenization in Garmin watches, an initiative carried out jointly with Mastercard and Garmin.

The President of the Board of Directors of Bancamiga, José Simón Elarba, highlighted the importance of this sporting event: “We are excited to be part of this emblematic race followed by everyone, even more so because Joselyn Brea, one of the best runners in the history of national athletics, will be there,” he said.

Brea, who has triumphed in this iconic race in the last two years, will offer a talk this Friday at 4:00 pm, within the framework of the delivery of Gatorade Caracas Rock materials, at the Líder shopping center in La California, where we will be accompanied by Marlon Monsalve, Gatorade Sports Marketing Manager, who described the alliance with Bancamiga as fundamental for the development of sports in Venezuela.

A more connected and healthy future with Bancamiga

Those attending the C.C. Líder will be able to visit the Bancamiga stand, where accounts will be opened, and the Maestro card will be changed to Mastercard. In addition, there will be a dynamic on a treadmill that promises to be a fun and active experience for all participants. The interaction with Garmin Pay will also be present at the JF Sports stand, where runners and their families will be able to learn more about tokenization technology.

During the 23rd edition of Gatorade Caracas Rock, 18 experienced runners wearing the colors of Bancamiga will support the competitors so that they can achieve their top time.

“We invite all runners and sports enthusiasts to join us in this celebration of running and innovation. Together we build a more connected and healthy future,” concluded Elarba.

With information and image provided by Bancamiga

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The social network LinkedIn recently launched its own video calling function, which is integrated into its platform’s chat, offering users a way to connect and communicate without having to download an application or leave the web.

The new application was developed jointly with Azure, Microsoft’s communication services platform, the company to which the social network belongs. And it becomes part of the deployment that LinkedIn has been making in terms of new and more dynamic visual tools within its platform, such as stories or live broadcasts.

The incorporation of video calls is a great strength because it allows users to live a more comfortable and complete experience that provides complementary information within the video call, which will be present in the profile of the members, seen at the bottom of the video.

This attribute guarantees added value, particularly in the job search, by promoting a more dynamic environment for interviews or meetings in the future. The new tool will be deployed to all users of the social network throughout this week.

According to what was expressed by the representatives of the social network, with this new application it is guaranteed “from an initial job search to a 1: 1 conversation. We wanted to boost the productivity of our members from start to finish, while we kept safe. By adding video conferencing as part of the messaging experience, members can virtually connect while maintaining the context of their existing conversation.”

The initiative will have an initial phase of development that will be available for personal video calls, but they plan to expand it to incorporate several members to the meetings. They are also working on facilitating the connection, which is why when terms related to video calls appear in the conversation, a button will appear to speed up the process and start the conference.

M. Rodríguez

Source: marketing4ecommerce.net

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