By Stephan Schiffman
In Ask Questions, Get revenues, the writer and revenues guru Stephan Schiffman is helping readers advance their careers to the gold-medal point by means of instructing them find out how to develop their wondering talents through the revenues approach. the idea is straightforward but powerful: so as to prevail, salespeople have to switch 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 approach? Who do you do it with? How do we assist you do it higher? With this integral advisor of their briefcase, salespeople can have info on the able to ranking colossal revenues over the quick time period and the longer term.
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Additional resources for Ask Questions, Get Sales: Close the Deal and Create Long-Term Relationships
Do they remind you of specific instances in which you lost the sale to a competitor who somehow managed to implement a glove-fitting solution to a problem one of your prospects faced—a problem you had no idea even existed? Can you think of presentations in which your product or service somehow failed to resonate at all with the prospect who “should” have had the same “need” that you had previously identified, and resolved, for prospects who seemed to you very similar to the person you were talking to?
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. The men did not look happy.
He sat down and asked me, “Mr. ” Guess what? I don’t know how to answer that question. So Ipointed toward my monitor and said, “You tell me. ” He was mortally embarrassed. He got up and left. There was nothing else to do. Howdidyougetthe system installed? ” Even if I didn’t know the answers to those questions, I would have been inclined to point him toward the person in my organization who does. A True Story A young salesperson comes into my office to see me; he happens to be selling Yellow Pages.