Ask Questions, Get Sales: Close the Deal and Create by Stephan Schiffman

By Stephan Schiffman

In Ask Questions, Get revenues, the writer and revenues guru Stephan Schiffman is helping readers enhance their careers to the gold-medal point by way of instructing them how you can advance their wondering talents in the course of the revenues technique. the idea is easy but powerful: with a view to succeed, salespeople have to swap their frame of mind from "need-orientated" to "do-orientated". The message of the ebook facilities round six center "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 manner? Who do you do it with? How will we assist you do it greater? With this essential consultant of their briefcase, salespeople can have info on the able to rating large revenues over the fast time period and the long run.

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Mark made his way to the conference room with only his briefcase in his hand. There he saw three bleary-eyed, exhausted senior executives sitting dispiritedly around a small table. Before he sat down, he surveyed the room. The accumulated debris of three, highpowered, full-colored, 3-D, state-of-the-art presentations was scattered everywhere. Charts were on the wall; color foldout books were stacked on the floor; a slide projector shone a blank light on a bare screen. Mark looked again to the table where the three executives, who had clearly seen all the glitz they could handle for one day, were nevertheless waiting for him to begin the final onslaught on their senses.

He has no idea what I’m talking about. Do you? His first question should be: “I’m just curious, Mr. ” That’s a “do-based” question! So I tell him to ask me that question. I say, “When you see me again in two minutes, I want you to ask me why I’m not in the Yellow Pages. ” A couple of minutes later, I go back into my office, and the Yellow Pages guy comes in. ” Another True Story I go into a California mall a numberof monthsago,andIgotoBrooks Brothers because I want to buy a pair of suspenders.

Howare you going to use the widgets you’re looking for? Once I understand whyandhow, I can gather the right information about what this person is actually doing. If I do that, I’m going to be more successful. Unfortunately, instead of asking any substantive questions at all, some salespeople meet with prospects all the time and look for an excuse to pull out their brochure and read it out loud. What a joke! How do you feel when that happens to you? What’s your reaction when the salesperson pulls out the brochure and says, “Let me tell you about .

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