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Sales will be critical to your success in most business areas.
One thing I've learnt is this: Never ever try to sell by TELLING people anything. I've ruined many a potential sale by this technique. It DOES NOT WORK....
The only proven way you can "turn around"a prospect is by asking them questions.
Some simplified and (and slightly exaggerated) examples:
You sell fire alarms. Don't tell the prospect. "You know your house could burn down and you could lose everything" Most likely result: fail
Take Two: "What would happen if a fire started in your house?" etc etc..."how could you prevent this?"...... Most likely result: success
You sell websites. Don't tell the prospect "You know you have a really poor website and you could be losing a lot of business over it" Most likely result: fail
Take Two: "Do you think that image is important when potential customers research you?"....."Do you think that a poor website could lead to potential loss of some really good customers?"
This mindset has been burned into my brain now that I never bring myself to TELL customers anything without coming up with a question first. Why? because this is one of those sales trick that really works in the real world.
/end of knowledge share for today.
One thing I've learnt is this: Never ever try to sell by TELLING people anything. I've ruined many a potential sale by this technique. It DOES NOT WORK....
The only proven way you can "turn around"a prospect is by asking them questions.
Some simplified and (and slightly exaggerated) examples:
You sell fire alarms. Don't tell the prospect. "You know your house could burn down and you could lose everything" Most likely result: fail
Take Two: "What would happen if a fire started in your house?" etc etc..."how could you prevent this?"...... Most likely result: success
You sell websites. Don't tell the prospect "You know you have a really poor website and you could be losing a lot of business over it" Most likely result: fail
Take Two: "Do you think that image is important when potential customers research you?"....."Do you think that a poor website could lead to potential loss of some really good customers?"
This mindset has been burned into my brain now that I never bring myself to TELL customers anything without coming up with a question first. Why? because this is one of those sales trick that really works in the real world.
/end of knowledge share for today.
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