We’ve all heard it before, people buy emotionally and justify it intellectually.
And we need to remember, if we jump too quick to emotional triggers and the prospect gets defensive. Customers do not make decisions on Needs. They make decisions on Problems. Even more important, when changing a person’s behavior, consequences are more influential than value.
Put on some comfortable shoes as Bill and Scott take you around the block, one more time as we discuss Sales Process Part 6 – Questioning Techniques. That and much more on episode 467 of the Winning at Selling Podcast.
What questioning techniques do you use?
Sales call reluctance is a huge problem! Check out Call Reluctance Transformer and learn the 14 Keys to transform your Fear into Confidence. Order Call Reluctance Transformer!
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This is Steve's life’s work and I am confident it will help take your skills and abilities to the next level. MORE HERE>>>https://theprospectingexpert.com/buy-book/ Does the thought of prospecting and getting the prospects’ attention leave you overwhelmed, frustrated and exhausted? Steve shares his top prospecting tactics and strategies he has developed, implemented, refined and personally tested with more than 1,000,000 (yes, that’s one MILLION!) sales and prospecting calls. Order “The Art of Prospecting: Your Guide To Get In The Door” available in all formats.
In our book study this week we are discussing the Chapter 6 , WINNING: THE ART OF ENABLING DECISIONS in the book Let’s Get Real or Let’s Not Play
This week’s Sales Quote: “Hard work beats talent when talent doesn’t work hard.” Tim Notke, High School Coach
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This podcast is dedicated to the overall success in the sales channel. From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome. This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.
Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/
Scott “The Professor” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com
- Buying Steve Kloyda’s book – The Art of Prospecting:Get In The Door – CLICK HERE
- Steve's FREE Daily Sales Tracker here. >> https://dailysalestracker.com
- NEW Book Study: Let’s Get Real or Let’s Not Play
- FREE SALES TACTIC: QUESTIONS ARE THE ANSWER