Download Ask Questions, Get Sales: Close The Deal And Create by Stephan Schiffman PDF

By Stephan Schiffman

In Ask Questions, Get revenues, the writer and revenues guru Stephan Schiffman is helping readers develop their careers to the gold-medal point via educating them the best way to advance their wondering talents throughout the revenues approach. the idea is straightforward but potent: so as to succeed, salespeople have to swap their frame of mind from "need-orientated" to "do-orientated". The message of the e-book facilities round six middle "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 do we assist you do it higher? With this imperative advisor of their briefcase, salespeople can have info on the able to ranking gigantic revenues over the fast time period and the longer term.

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

In Ask Questions, Get revenues, the writer and revenues guru Stephan Schiffman is helping readers advance their careers to the gold-medal point via educating them the way to develop their wondering talents in the course of the revenues approach. the idea is straightforward but potent: on the way to be triumphant, salespeople have to swap their frame of mind from "need-orientated" to "do-orientated".

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Extra resources for Ask Questions, Get Sales: Close The Deal And Create Long-Term Relationships 2nd Edition

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I raise these issues not to make trouble, assign blame, or make you feel bad about your work, but simply as a fellow salesperson who knows that realizing where we are is the first part of getting to where we want to go. The whole let-me-show-you-what-I-can-do-for-you problem was something I had to overcome in my own early interactions with prospects. I’ll wager that it’s something every successful salesperson has had to address, in one way or another, at some point in his or her career. — 30 — The Most Important Question You Can Ask You are lucky to work in what I believe is the single most exciting profession on the face of the earth.

It’s all the people we could conceivably sell to in a perfect world if every decision went our way. Obviously, the group doesn’t include people outside our possible customer base. If we’re selling training sessions on how to learn to speak Italian, people who are already fluent in Italian aren’t going to pay to take them. I don’t know exactly how many people we’re talking about, and the odds are that you don’t know either. But that doesn’t much matter. — 49 — Ask Questions, Get Sales The specific number isn’t the issue.

27 — Ask Questions, Get Sales When you come right down to it, Mark came to listen. Alice came to talk. And a truckload of buzzwords and flashy explanations about interpersonal communication patterns can’t change that. Ready for a late-breaking news flash? Prospects like to be listened to more than they like to be talked at. And yet, as I observed earlier, the approach Alice took during her initial contact with the prospect is far, far more common than Mark’s. That’s a fact of sales life, and it’s nothing to be afraid of.

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