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 instructing them how one can advance their wondering abilities in the course of the revenues method. the idea is straightforward but potent: with a purpose to succeed, salespeople have to swap their attitude from "need-orientated" to "do-orientated". The message of the e-book 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 approach? Who do you do it with? How do we assist you do it larger? With this vital advisor of their briefcase, salespeople can have info on the able to rating substantial 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
Now, if you agree that sales is all about encouraging a dialogue (and most people would not deny that it is), I have a question for you. Which of these two approaches ismore likelyto yield a meaningfuldialogue with the prospect? 1. (Attempt to “find the pain”) Or: 2. (Attempt to learn about what the prospect did, is doing now, or is planning to do) As you ponder this question, consider these two visual representations of the questioning models under discussion: Pain Problemvs. Do “All Set” Look again at the high proportion of conversation-killing responses of “All set” that the traditional approach is likely to garner.
This meant that he had to sit for hours in the lobby of the target company’s headquarters with his briefcase perched on his lap, exchanging polite nods with his competitors. They were all carrying lots of equipment, and they all seemed extremely confident. Mark spent a lot of time waiting that day; at one point he happened to overhear a call one of the competing reps placed on their cell phone. Mark learned that one of his company’s rivals had flown in not only the sales rep to explain the seminar, but the actual trainer who would conduct it once the contract was awarded!
At this point, I have to let you in on something about the way my office was laid out at the time I met with Alice. I used the space not only to conduct my own business correspondence, handle my own scheduling, and make phone calls, but also, from time to time, to monitor the sales calls my people made with prospects during the course of the day. I did this by means of a second phone line that led directly to my desk, a line that could be connected to the adjoining suite where my sales reps worked.