New issue each Monday
Issue 10,  June 22, 2009     —      Christopher K. Randolph, Asking the Right Questions

In this issue:   FEATURE: Deepak Chopra, The Seven Spiritual Laws of Success     Geri O'Neill, Your Amazing Brain   Christopher K. Randolph, Asking the Right Questions   Guy Finley, Realize Your True Self in Stillness   Daniel Linder, The Most Important Relationship   Desiderata / Sharon Elaine, Affirmations, Patience   Wider Screenings, World Cinema and The Secret    Events   Reviews   Earlier issues   Submit Article

What is the easiest way to find out what a person wants?  You ask them.  A great mentor taught me this when I was a young pup in selling:  “If you don’t ask, you won’t get it.  If you ask, you might just get it”.

Get information before you give it.  How could you ever make an effective presentation otherwise?

Always know where you will go with answers.  Regardless of the answer, you need to be mindful that your goal in any presentation is to get to the next step.

You should quantify the problem whenever possible.

"In your experience, can you tell me how often that happens here?"

"How much do you think that is costing you?"

"How much time does that take when you’ve done it in the past?"

Resist the tendency to present too soon.  Some reps get so excited when they hear the slightest hint of an opportunity that they turn on the spigot of benefits.  Hold off, ask a few more questions, get better information, and you're able to craft an even harder-hitting description of benefits, tailored precisely to what they're interested in increasing your credibility.

Again, you should only talk about your product/service after knowing specifically how it will solve the problem, meet their need, etc.  Then you can tailor your remarks specifically and personally because you already know what interests them.

Avoid the question, "Anything else?" when attempting to up sell.  Just like when a fast food clerk asks the same question, the answer is usually, "No."

Instead, give them a suggestion, and help them answer.  For example, after they agree to buy an item, or a service, say, "Many of our other clients who purchased _______ also find that ________ is also something that makes sense for them.”

The concept of “buyer fingerprints” is one of the simplest yet profound techniques that were ever taught to me by Dr. Donald Moine.

One of the questions that I teach to my clients in the real estate industry is, “Tell me, are you looking for the ideal home in a nice quiet neighborhood?”

This question opens up the floodgates of information when you have helped them created a picture of the ideal home in a nice quiet neighborhood.  The follow-up question is “Can you tell me what that looks like?”

The key to persuading your prospect is motivation.  Every human being is motivated by something.  Your job is to find out what motivates your prospect and then to fulfill that motivation. 

People have two major motivations: the desire for gain and the fear of loss.  The desire for gain motivates people to want more of the things they value in life.  They want more money, more success, more health, more influence, more respect, more love and more happiness.

The fear of loss appeals to the selfish aspect of people.  They do not want to lose out on losing something that they have already.

Human wants are limited only by individual imagination.  No matter how much a person has, he or she still wants more and more.  When you can show a person how he or she can get more of the things he or she wants by helping you achieve your goals, you can motivate them to act in your behalf.

When you ask your prospects questions, you should already know the answers to their questions.  How is that possible Chris?

As a sales professional, you should already know who your customers are, the needs that they have, the challenges they face and what they should be looking for.  Your job is to draw out their need and to present yourself as the solution.

You do this by asking your prospects questions.

You will learn more by asking rather than telling.   ###

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The Sales Edge
by Christopher K. Randolph

"In The Arena Of Selling, Only First Place Gets Paid."
—Chris Randolph

"The information & tactics are Real World and fit most professions. The strategies will work Guaranteed!"
—Richard Hawley of ADT Security

The Sales Edge
will teach you how to say it, when to say it, who to say it to, why you need to say it, and where to say it.
You will learn how:
your prospects make decisions
to build trust and rapport with clients
to develop a referral-based clientele
to close tough sales most people miss
you can set and achieve all your goals
to overcome fear and procrastination
to negotiate like a true professional
to be more productive in the selling day.

In The Sales Edge Christopher K. Randolph describes the whole sales process in a clear concise manner with field-tested and proven strategies.
Being excellent in sales is a learned skill. And because this excellence has a structure, this structure can be duplicated.

The Sales Edge is dedicated to the education and advancement of professional sales people.

The opinions expressed in any articles in this publication are those of the individual authors and may not necessarily by shared by the publishers of No Limits
Any financial, health or other advice given in No Limits may not be right for your particular case and you should seek your own profession opinion before acting on said advice. 
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ISSN 1835-7164