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 by way of educating them the best way to develop their wondering abilities throughout the revenues approach. the idea is easy but potent: that allows you to 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? whilst and the place do you do it? Why do you do it that method? Who do you do it with? How will we assist you do it greater? With this critical advisor of their briefcase, salespeople may have info on the able to ranking sizeable revenues over the fast time period and the long run.
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Additional info for Ask Questions, Get Sales: Close The Deal And Create Long-Term Relationships 2nd Edition
We call it executing a product dump. Now, I won’t lie to you. In some cases, dumping on the prospect will be followed by a sale. And I think that simple fact is the reason so many, many sales trainers haven’t taken the trouble to tell people not to dump on the prospect. But I’m here to tell you that real sales success—by which I mean real, serious, continuing commission revenue—is totally incompatible with this approach. If you want to excel in your sales work, you have to abandon forever the idea of shoehorning the prospect into a preassigned slot that seems to work pretty well for some of your other accounts.
So what on earth would be more natural or appropriate than to launch into a discussion of how that product or service can beneﬁt the prospect? I’ve found, particularly during the ﬁnal stages of the sale, that this thought process is an extremely seductive one. It’s also lightning fast. It stakes its claim on your tongue faster than you can imagine. Even salespeople who have successfully incorporated the ideas I’m talking about in this book ﬁnd that they must occasionally ﬁght the instinct to talk ﬁrst about themselves and their company.
Even if you have done extensive library research or personally purchased or used the target organization’s product or service, and therefore feel you have a reliable indication as to what vendors the organization is using, you must resolve the issue deﬁnitively. For instance, the target organization may have a recent problem with a longstanding vendor and may have severed all ties with them within the last forty-eight hours! ) of working with an outside vendor. As you begin to establish a business relationship with your prospect, you don’t yet know the speciﬁcs of these issues, and you must.
Ask Questions, Get Sales: Close The Deal And Create Long-Term Relationships 2nd Edition by Stephan Schiffman