High Trust Selling: Make More Money-In Less Time-With Less Stress by Todd Duncan

Author:Todd Duncan [Duncan, Todd]
Language: eng
Format: mobi
Tags: ebook, book
Publisher: Thomas Nelson
Published: 2003-01-07T05:00:00+00:00

To follow up on this exercise, I ask the audience this question: “Before you started telling the prospect everything your pen could do for him or her, how many of you asked, ‘What’s important about owning a pen to you?’” Rarely do any hands go up. I continue, “How many of you were 100 percent certain that the pen you were selling was the one your prospect would want?” Again, few, if any, hands go up. I press on, “How many of you were certain your prospect was in the market for a pen before you started selling it?” No hands. The case is built—the audience understands, as must you, that a vital part of selling is asking the right questions so that what you sell and what a client wants match up. If you skip this Act, you will experience resistance, which comes in the form of stalls, objections, or noes. And what’s worse, you might remove any opportunity for future business. The result of a poor performance in Act 2 is having to make more calls on more people to get the numbers you want; and that probably doesn’t give you the life you want because it means more hours on the job and less time off.

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