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Synopsis
How does deliberately increasing the amount of pain a patient feels in a colonoscopy lead to more effective sales to prospective clients?The best salespeople ask questions. When I ask why, they respond with three primary reasons:•To qualify the prospect•To find the prospect’s pain•To get to know the prospectWhen I ask for examples, all their questions share a common objective. They’re information-gathering questions. Information gathering is important in a sales call. However, questions can serve dual-purposes. Recent science tells us that they can be powerful tools of influence. That is what I focus on in this monograph. How can questions, and their answers, influence the prospect’s choice? In OUTSELL, you will learn about three specific types of questions that influence:1. Intent Questions2. Counterfactual Hypothetical Questions3. Peak/End QuestionsYou’ll understand why they work, what makes them powerful, and how to construct and use them. And, yes, you’ll get the answer to the colonoscopy question.
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Outsell: The Guaranteed Competitive Advantage For Your Sales Team
Published by
CreateSpace Independent Publishing Platform, 2018
ISBN 10: 1986232743
ISBN 13: 9781986232746
New
Softcover
Seller: Best Price, Torrance, CA, U.S.A.
Seller rating 5 out of 5 stars
Condition: New. SUPER FAST SHIPPING. Seller Inventory # 9781986232746
Quantity: 1 available
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Outsell (Paperback)
Published by
Createspace Independent Publishing Platform, 2018
ISBN 10: 1986232743
ISBN 13: 9781986232746
New
Paperback
Seller: CitiRetail, Stevenage, United Kingdom
Seller rating 5 out of 5 stars
Paperback. Condition: new. Paperback. How does deliberately increasing the amount of pain a patient feels in a colonoscopy lead to more effective sales to prospective clients?The best salespeople ask questions. When I ask why, they respond with three primary reasons: -To qualify the prospect-To find the prospect's pain-To get to know the prospectWhen I ask for examples, all their questions share a common objective. They're information-gathering questions. Information gathering is important in a sales call. However, questions can serve dual-purposes. Recent science tells us that they can be powerful tools of influence. That is what I focus on in this monograph. How can questions, and their answers, influence the prospect's choice? In OUTSELL, you will learn about three specific types of questions that influence:1. Intent Questions2. Counterfactual Hypothetical Questions3. Peak/End QuestionsYou'll understand why they work, what makes them powerful, and how to construct and use them. And, yes, you'll get the answer to the colonoscopy question. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability. Seller Inventory # 9781986232746
Quantity: 1 available
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Outsell: The Guaranteed Competitive Advantage For Your Sales Team
Published by
Createspace Independent Publishing Platform, 2018
ISBN 10: 1986232743
ISBN 13: 9781986232746
New
Paperback / softback
Seller: THE SAINT BOOKSTORE, Southport, United Kingdom
Seller rating 5 out of 5 stars
Paperback / softback. Condition: New. This item is printed on demand. New copy - Usually dispatched within 5-9 working days. Seller Inventory # C9781986232746
Quantity: Over 20 available