How to Improve Your Sales Performance With Thought-Shaping Questions
Here’s a useful set of questions you should answer before we proceed:
What do your prospects NEED TO BELIEVE in order for them to take the actions you need them to take to buy?
What do they need to REALIZE? (The AHA moments.)
What do they need to AGREE to in ADVANCE?
What do you NEED TO SAY in order for them to be PRE-sold on what you will offer in the... See more
What do your prospects NEED TO BELIEVE in order for them to take the actions you need them to take to buy?
What do they need to REALIZE? (The AHA moments.)
What do they need to AGREE to in ADVANCE?
What do you NEED TO SAY in order for them to be PRE-sold on what you will offer in the... See more
Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants
amazon.com
Learning how to ask good questions is a legitimate discipline worth studying. We underestimate how much insight, connection, and alpha are unlocked by the right series of words. Exponents of this art form change the texture of a conversation at any moment.
Observations on People, the World, and Everything Else
■Ask calibrated “How” questions, and ask them again and again. Asking “How” keeps your counterparts engaged but off balance. Answering the questions will give them the illusion of control. It will also lead them to contemplate your problems when making their demands. ■Use “How” questions to shape the negotiating environment. You do this by using
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