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"Paul organized our marketing efforts and promotion by holding Sales Seminars and in field
visits with our sales personnel. Through his efforts we had immediate success. Paul's personal
and business conduct has been beyond reproach."
Bill Navarre, Heatly Equipment Co.
Beaumont, Texas
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The Sales Training deals with facts, reality and straight forward no-nonsense approach.
Your zeal is very contagious. I like your regimental style which enforces discipline on me.
I am willing to follow your instructions with heart and soul.
Thomas Thong - Singapore,
Malaysia
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Dear Paul,
Thank you so very much for your fantastic e-books!
I have attended several sales and prospecting events as well as read several books.
Your e-books put the steps and skills into the most logical and easy to follow format that
I have found. I am already reaping the benefits after only a month in my new position!
PS: Your extra help really made a difference to me. Customer Service is hard to find in this
day and you went beyond the call of duty!
Sincerely,
Ann Wilbanks - Insurance Agent-Houston Texas
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Open Ended Questions
Chapter Seven Sample
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Chapter Seven
Open Ended Questions
I don't know of any letter I would rather write than this one. We all appreciate the time and effort spent in our interest. especially the follow through you provided without any grumbles of our companies inconsistencies. I am happy to have had some bit of your business friendship
Jacky DeLucci, Lift It |
Open questions give prospects a chance to tell you what their questions are,
to expand on the question in their own words. Open-ended questions are one of the most vital tools for those who sell (if followed up by listening ).
They help gather information, qualify sales opportunities, and establish rapport, trust and credibility.
The more you get the prospect to talk, the more you will listen. Listening closely is a vital
part of the sales interview. Besides, it's easier to smile while listening than when talking!
With such core value to the sales process, the professional leaves little to chance when it comes to owning a repertoire of powerful open-ended questions... questions that are answered by more than a simple yes or no... questions where the prospect or customer gets directly involved in the sales discussion.
The key here
Ask the question and let the prospect or customer give you their answer.
No leading.
No prompting.
No interrupting.
Just in case you've not had the opportunity to put yours down in writing, here are some of our favorites in the general class (you'll likely have several additional questions specific to your industry, but these'll get you more than started).
Write down the ones you find valuable. Commit them to memory with your team. Practice them on your drive in or on the way to your next appointment. Print them out. Tack them up near your phone. Pass them on to your sales team. It's all about sales.
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