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 via educating them how one can boost their wondering talents in the course of the revenues approach. the basis is straightforward but potent: in an effort to prevail, salespeople have to swap their frame of mind from "need-orientated" to "do-orientated". The message of the booklet 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 do we assist you do it higher? With this crucial consultant of their briefcase, salespeople could have info on the able to rating giant revenues over the fast time period and the longer term.
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Extra info for Ask Questions, Get Sales: Close The Deal And Create Long-Term Relationships 2nd Edition
The way I see it, most of them are directly connected to the “need-based” philosophy of selling. That school’s vaunted “closing tactics” demonstrate, as vividly as any other aspect of the “needbased” approach, how ineffective this type of selling really is. Those tactics are taught—and, all too often, followed—because they promise us that we don’t have to think about things from the prospect’s point of view before we suggest something. We can just toss off a one-size-ﬁts-all “closing line” to each and every person we run into and then stand back and count the commissions as they roll in.
You don’t yet know about the organization’s formal and informal lines of authority, its corporate culture, or the degree to which the target organization embraces a group-oriented or individualistic style of problem resolution or purchasing. Similarly, you don’t yet know about the individual contact’s predisposition when it comes to making decisions or approving purchases—if, indeed, he or she is authorized to approve purchases at all. An important note: When properly asked, many Type Four questions do not sound like direct queries for information on the topic of decision making authority or organizational purchasing patterns!
When a question seeks to unearth the speciﬁcs of how people attain, have attained, or plan to attain personal or organizational goals . . • When a question points toward your contact’s unique experience base, or explores the speciﬁcs behind the implementation of particular solutions to certain pressing problems . . . then it is a variation on Question Number Two. — 37 — Ask Questions, Get Sales Question Number Three: When and Where Do You Do It? Variations on Question Number Three cover a great deal of ground.
Ask Questions, Get Sales: Close The Deal And Create Long-Term Relationships 2nd Edition by Stephan Schiffman