The 250 Sales Questions To Close The Deal
Language: English
Pages: 192
ISBN: B002YX0I2G
Format: PDF / Kindle (mobi) / ePub
The key to more sales is closing more deals-and sales guru Stephan Schiffman knows all the tricks and techniques you need to do just that. Organized in a simple question-and-answer format that allows you to implement new strategies virtually overnight, this new Schiffman classic is a gold mine of practical information for all salespeople-newcomers and veterans alike. The 250 Sales Questions to Close the Dealoffers cutting-edge sales questions in six core areas to help you:
No matter what you're selling-or to whom you're selling it-you'll sell more with Stephan Schiffman by your side!
question,” you will explore all the ramifications of that question, and so forth. This is a less predictable, but much more effective, means of gathering information from your prospects than simply working your way through a predetermined list of questions. YOUR QUESTIONING STRATEGY Think of the five or six major issues that you want to cover in the meeting, and be sure to explore all the ramifications of each one. What's the alternative? Subjecting your prospect to a battery of questions you
may arise in implementing our contact's ideas. This strategy works particularly well when you really are dealing with someone who has senior decision-making authority, and who has a clear mandate to implement your product or service. If you ask a technical type or an engineer to show you all the possible things that could go wrong with a given initiative, you may well get a long lecture back that details the thousand possible data points that could be flawed, and must be double-checked by means
“right” your “wrong.” When your prospect corrects you—you win! Question 200: That's how I would put what we're trying to do—but how would you put it? Use this question to draw out a less-than talkative prospect and to identify specific terminology that should be incorporated in your final proposal. I have a simple principle that I like to follow when it comes to building proposals: They must be written or dictated by the prospect, at least in part. If you're not incorporating the prospect's
does complement what they do. I would love to get together and show you what we did for ABC Company. Can we meet next Tuesday at 2:00?” YOUR QUESTIONING STRATEGY By focusing your prospecting call and by using the Ledge to refocus the conversation, or to get away from a situation where the prospector is trying to interview over the phone, you can place the emphasis where it needs to be for field salespeople: setting up a face-to-face meeting. If somebody is not willing to meet with you
mind if I take notes, do you? 71. Who did you work with last time? 72. Why them? 73. Did you ever think about working with us? 74. How did you decide to handle challenge X the last time it came up with your vendor? 75. Just to get a ballpark figure, what kind of budget are you working with? 76. Gee, I'm surprised to hear you say that. Usually people are very happy to tell me what kind of budget to work with, at least in general numbers so we can talk about a price range. Why wouldn't we