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 through instructing them how one can advance their wondering talents in the course of the revenues method. the idea is easy but potent: so that it will be triumphant, 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 manner? Who do you do it with? How will we assist you do it larger? With this essential advisor of their briefcase, salespeople can have info on the able to ranking colossal revenues over the quick time period and the long run.
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Extra resources for Ask Questions, Get Sales: Close The Deal And Create Long-Term Relationships 2nd Edition
Now that doesn’t seem a particularly radical notion on the surface, does it? In fact, I’d be willing to wager a thousand dollars that if you and I sat down and canvassed 500 salespeople, asking them whether they agree with the idea that the prospect typically possesses more essential information about the target organization that the salesperson does not, the vast majority of those 500 salespeople, if not every single one of them, would answer in the afﬁrmative. That resounding majority, however, would not change the fact that our ﬁrst natural instinct, when it comes to dealing with prospects, is to show prospects what we can do for them—because that’s what we know about!
Then it is a variation on Question Number Four. — 39 — Ask Questions, Get Sales Question Number Five: Who Are You Doing It With? Variations on Question Number Five are meant to help you determine whether another independent supplier is currently working with your target organization and, if so, which one. 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.
Mark’s is incisive, inclusive, nonthreatening, and geared toward gathering information. Alice’s is ritualistic, exclusive, potentially threatening (when executed by someone less polite than Alice, which is an all-too-common occurrence) and geared toward getting the prospect to be quiet so you can talk about whatever it is you’ve shown up to talk about. I know there are lots of sales trainers who will tell you that I haven’t done Alice justice here. They’ll tell you that, because she was unfailingly polite, she can’t be accused of trying to steamroll the prospect.