By Stephan Schiffman
Sometimes understanding the questions is extra vital than realizing the answers!
Now you could improve your profession to the gold point! In Ask Questions, Get Sales, revenues guru Stephen Schiffman teaches you ways to reinforce your wondering abilities in the course of the revenues method that allows you to get extra sales.
The premise is straightforward but potent: which will be triumphant, you want to swap your approach from "need-oriented" to "do-oriented." The message of this booklet facilities on six center "do questions" on your buyers:
- What do you do?
- How do you do it?
- When and where do you do it?
- Why do you do it that way?
- Who do you do it with?
- How do we assist you do it better?
With this integral consultant on your briefcase, you have info on the able to rating vast revenues over the quick time period and lengthy term.
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Additional resources for Ask Questions, Get Sales: Close the Deal and Create Long-Term Relationships
Do you feel a little uneasy about the notion of assessing your sales work without ﬁrst addressing the subject of the prospect’s “need” for what you are offering? Does learning that this program rejects the entire concept of “need” leave you feeling abandoned somehow? If you feel uncertain about the prospect of conducting your sales work without focusing on the prospect’s “needs,” believe me, you’re not alone in that regard. Most of the salespeople I train feel exactly the same way at ﬁrst. Now, don’t get me wrong.
Schiffman,” she said, “let me tell you a little bit about what our company can do for you. We’ve got a unit called the Expanding Outlet Scale System that is designed speciﬁcally for businesses your size. I think it’s probably right within your price range, though we can talk about that later. Now the Expanding Outlet Scale System has a number of important beneﬁts for a business like yours, and I want to show you some materials that will clarify exactly what those beneﬁts are . ” And with that, Alice was off to the races.
Now let’s look a little more closely at the types of buyers included in that ﬁgure of X. Yes, we can do some extrapolating, and we can draw some important insights on that group, even without hard numbers. My twenty-seven years as a sales trainer and my training sessions and interviews with over a quarter of a million real, live salespeople lead me to propose the following rough breakdown of our total potential prospect base. Roughly a third of that group is almost certainly going to buy from us simply because we showed up, called, or knocked on the door.
Ask Questions, Get Sales: Close the Deal and Create Long-Term Relationships by Stephan Schiffman