By Stephan Schiffman
In Ask Questions, Get revenues, the writer and revenues guru Stephan Schiffman is helping readers improve their careers to the gold-medal point by means of educating them how you can boost their wondering talents in the course of the revenues strategy. the basis is easy but powerful: with a view to succeed, salespeople have to switch their frame of mind from "need-orientated" to "do-orientated". The message of the publication facilities round six center "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 means? Who do you do it with? How will we assist you do it higher? With this quintessential advisor of their briefcase, salespeople can have details on the able to rating great revenues over the fast time period and the longer term.
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Additional resources for Ask Questions, Get Sales: Close the Deal and Create Long-Term Relationships
The sad truth is that it simply doesn’t. It just happens to be followed, at times, by orders. And those orders are approved, not by new long-term partners, which is what you have to develop in today’s often ruthless business environment, but by people who probably would have bought from you anyway—and who won’t hesitate to buy from someone else the next time a deal that looks better comes along! Asking about the Cow Suppose you were to walk into a prospect’s office, and suppose you noticed a large brown cow in front of the person’s desk, munching away at a pile of hay.
Look at the list again: Question Group #1: What the prospect does. Question Group #2:How the prospect does that. Question Group #3:When and where the prospect does what he or she does. Question Group #4:Why the prospect does it that way. Question Group #5:Who the prospect is currently working with. Question Group #6: (Advanced—onlyaskafteryou’veaddressed numbers one through five) Whether and how you can help the client do what he or she does better. Questionsineachofthesesixgroupshaveaspecificobjectivethat will not vary, no matter how you decide to structure the question.
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. ” And that’s what you’re going to hear, over and over again. The answers we get are directly related to the questions we ask. We Create the Flow In other words, you and I as salespeople create the conversational flow during all our exchanges with all the people we talk to during the course of the day.
Ask Questions, Get Sales: Close the Deal and Create Long-Term Relationships by Stephan Schiffman