must change – from trying to figure how to uncover needs without credibility to how to gain more credibility earlier in the sale, in order to have an even greater opportunity to uncover needs.”
Once you have established your credibility, what should you ask? Here’s what another sales expert recommends. Start with the following four queries. 1. What are your responsibilities? Ask this question after learning the prospect’s role, title, or position. Here’s where you’ll get a measure of their ego, self-esteem, and self-worth, and you’ll also find out how important they are in the decision-making process.
2. What are the biggest challenges you face in grow- ing your business? The key word is “challenges,” a positive word that uncovers negative stuff. Focus on “challenges” instead of “problems.” Most people are more than willing to describe their biggest challenges – even if they are reluctant to discuss their problems. Change the way you ask the question, and you’ll see how they change the way they respond to you.
3. What are your criteria for making a decision? You’ll discover if your prospect even has criteria. Once prospects describe their criteria, ask them to prioritize them for you. This will tell you what their decision will be based on. If their first answer is price or budget, use this follow-up question: “In addition to price, what other criteria do you have?”
4. How will you measure success when using our prod- ucts? One of the expert’s favorites, this question reveals the personal and critical measurements the
SELLING TIP Attack Anxiety Before it Attacks You
Before a call – or maybe at a big meeting, with lots of money and your future at stake – you might feel queasy, have sweaty palms, or experience the sensation that something terrible is about to happen. An anxiety attack can launch an avalanche of negative thoughts and emotions. So what’s your strategy for dealing with it so you can get on about the sale? The key to turning back anxiety attacks is to: 1) Realize that anxiety is a normal part of life. It is not choosy. It attacks everybody. Don’t be surprised when it picks on you.
2) To counter anxiety, build a strong defense system by becoming an avid positive thinker with positive thoughts and emotions.
3) Don’t let anxiety sneak up on you. Keep an open mind. Be aware of your own feelings. Nip anxiety in the bud. A tiny bit of anxiety is much easier to repel than a full-scale attack! Once you have allowed anxiety to over- whelm you, there is very little you can do except ride out its fury.
4) When the anxiety attack comes, fight it with your will power; fight it with your thoughts; fight it with your emo- tions; fight it with positive actions; fight it with a confident posture. Never, never, give up!
5) Remember that your fight against anxiety is a great, high, and noble cause. As Emily Dickinson wrote: “To fight aloud is very brave. But gallanter, I know, Who charge within the bosom, The cavalry of woe!”
– STEVE SIMMS SELLING POWER JULY 2015 | 7 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
customer will apply to your products. Wouldn’t you like to hear the answer to this question before you start to sell your products?
Asking the right questions at the right time can mean
the difference between rejection and moving a sale along the path of agreement and a close.
CHECK OUT OUR CLOSING POSTER SERIES
VIDEO: FOCUS TO WIN IN SALES
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