Download e-book for iPad: Ask Questions, Get Sales: Close the Deal and Create by Stephan Schiffman

By Stephan Schiffman

ISBN-10: 1593371128

ISBN-13: 9781593371128

In Ask Questions, Get revenues, the writer and revenues guru Stephan Schiffman is helping readers strengthen their careers to the gold-medal point by way of educating them tips on how to enhance their wondering talents throughout the revenues technique. the basis is easy but powerful: as a way to be triumphant, 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? while and the place do you do it? Why do you do it that method? Who do you do it with? How do we assist you do it greater? With this necessary advisor of their briefcase, salespeople can have info on the able to ranking huge revenues over the quick time period and the longer term.

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

Sample text

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. Mark sat down. One of the executives, the vice president of finance, asked him if he’d need the slide projector moved closer.

4. Why do you do it that way? 5. Who are you doing it with? 6. How can we help you do it better? If you ask questions like these, you will get better, more descriptive answers from your prospects, and you’ll be in a better position to establish a dialogue. Learning how to ask intelligent variations on these six questions is what this book is all about. By the time you’re done with the book, you’re actually going to be able to get better information during your meetings and phone conversations because you’ll be establishing a better platform from which to sell.

When and where the customer is doing it; 4. Why the customer is doing it; 5. Who the customer is doing it with; and 6. Whether you can help the customer do it better. Those are the six basic questions we’ll be taking on in this book. They do not address issues of whether the customer needs what you have to offer. For most salespeople, this series of questions represents a significant strategic change. Change is sometimes scary, but it is often essential if you hope to progress in your career. Warning:The above list is not a roadmap for “closing a sale”; neither is it a checklist to be ticked off item-by-item during your initial visit with the prospect.

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

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