By Stephan Schiffman
In Ask Questions, Get revenues, the writer and revenues guru Stephan Schiffman is helping readers advance their careers to the gold-medal point through instructing them find out how to improve their wondering abilities through the revenues procedure. the idea is straightforward but powerful: which will be triumphant, salespeople have to swap their attitude from "need-orientated" to "do-orientated". The message of the ebook facilities round six middle "do" questions: What do you do? How do you do it? while and the place do you do it? Why do you do it that approach? Who do you do it with? How will we assist you do it greater? With this critical consultant of their briefcase, salespeople could have info on the able to rating tremendous revenues over the fast time period and the long run.
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Extra info for Ask Questions, Get Sales: Close the Deal and Create Long-Term Relationships
Many salespeople are taught to go in and “find pain” or “find a problem” during their meetings with prospects. Traditionally, salespeople are taught to ask about the pain, ask about the problems associated with whatever’s going on in the prospect’s world. But in doing that, you actually limit yourself to a very small percentage of the situations where you could add value. Pain Problem “All Set” By asking about pain and problems, you basically limityourself to winning sales from those people who are willing to answer “Yes” when you ask them if they have any problem or feel any pain.
In fact, I’d be willing to wager a thousand dollars that if you and I sat down and canvassed 500 salespeople, asking them whether they agree with the idea that the prospect typically possesses more essential information about the target organization that the salesperson does not, the vast majority of those 500 salespeople, if not every single one of them, would answer in the affirmative. That resounding majority, however, would not change the fact that our first natural instinct, when it comes to dealing with prospects, is to show prospects what we can do for them—because that’s what we know about!
And the other person will respond in kind to that. You could walk in and say, “You know, Mr. ” And Mr. Jones would respond in kind to that by showing you the way out. The fact is that no matter what you say, people will respond to youbased on the issues you’ve raised yourself. So it behooves us as salespeople to think strategically about all the issues we raise when we ask a question. Are they really the issues we want to raise? ” Is that the best way to begin the conversation? Whenyouaskintelligentquestions,youarereallyaskingtwosets of questions.