By Stephan Schiffman
In Ask Questions, Get revenues, the writer and revenues guru Stephan Schiffman is helping readers increase their careers to the gold-medal point by means of educating them the way to boost their wondering abilities through the revenues approach. the idea is easy but potent: so that it will prevail, 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? while and the place do you do it? Why do you do it that manner? Who do you do it with? How do we assist you do it higher? With this crucial consultant of their briefcase, salespeople can have info on the able to ranking mammoth revenues over the fast time period and the longer term.
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Extra resources for Ask Questions, Get Sales: Close The Deal And Create Long-Term Relationships 2nd Edition
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. You have to abandon Alice’s approach for trying to convince the prospect. And, having forever abandoned that technique, you have to train yourself to ask the right questions and listen to what you hear in response. This is not easy to do. I’ve worked with salespeople all over the world, in virtually every industry you can name, and I’ve seen ﬁrsthand how many of them incorporate Alice’s approach, typically after spending some years working that way.
You don’t yet know about the organization’s history, the typical proﬁles of its target customers, or the level of success or failure it has achieved in reaching and satisfying those customers. Similarly you don’t yet know about the career path of a particular contact you’ve hooked up with, his or her position of inﬂuence within the organization, or the speciﬁc way his or her job relates to the personal and business goals, formal or informal, that we all strive to achieve on some level. Here’s how you can identify questions that fall into this category: • When a question is directed toward your contact’s everyday business activities or essential business objectives, or focuses on what the people in the organization are trying to accomplish in the grand scheme of things .
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. This group makes up what I call the right-place/right-time sales. The speciﬁcs of all we have to offer—the performance, the price, the perceived value, and the turnaround time, whatever—happened to match exactly what the organization is looking for. This “easy” third, by the way, is the third that allows “need-based” selling programs to thrive. The prospects in this group are the people who, by sheer happenstance, do need something like the Expanding Outlet Scale System Alice was so excited about.