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

By Stephan Schiffman

Sometimes realizing the questions is extra vital than figuring out the answers!

Now you could advance your profession to the gold point! In Ask Questions, Get Sales, revenues guru Stephen Schiffman teaches you ways to bolster your wondering talents in the course of the revenues strategy as a way to get extra sales.

The premise is easy but potent: in an effort to be triumphant, you want to switch your mind-set from "need-oriented" to "do-oriented." The message of this booklet facilities on six middle "do questions" to your buyers:

  • What do you do?
  • How do you do it?
  • When and where do you do it?
  • Why do you do it that way?
  • Who do you do it with?
  • How will we assist you do it better?

With this quintessential consultant on your briefcase, you may have info on the able to ranking large revenues over the fast time period and lengthy term.

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Additional info for Ask Questions, Get Sales: Close the Deal and Create Long-Term Relationships

Example text

Variations on Question Number Four are meant to cast a light on the priorities and decision making process at that target organization, either on the group or individual level. Even if you believe that their decision making process is substantially similar to that of other customers of yours, you do not, at the outset of your relationship, know how the person you’re dealing with—or the organization he or she represents—makes decisions. You don’t yet know about the organization’s formal and informal lines of authority, its corporate culture, or the degree to which the target organization embraces a group-oriented or individualistic style of problem resolution or purchasing.

No. She made one last, forlorn try to convince me that the Expanding Outlet Scale System was exactly right for my business. I restated my firm conviction that it wasn’t. She thanked me for my time, stood up, handed me her card, told me to call her if I ever decided to change my mind—with the pleasant, unspoken implication that I should call her if I ever saw the light and realized that the system was in fact right for my company—and shook my hand. Then she walked out. Now I want to be very clear on one point: Alice was not rude or overbearing or dismissive toward me at any time during our meeting.

When a question points toward your contact’s personal, career, or business goals . . . then it is a variation on Question Number One. — 36 — The Six Basic Questions and the Objectives Behind Them Question Number Two: How Do You Do It? Variations on Question Number Two are meant to determine the means the organization uses to attain its essential business objectives. These questions also serve to cast light on what tactics an individual prospect uses to reach personal goals in a business or career context.

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