Outsell: The Guaranteed Competitive Advantage For Your Sales Team - Softcover

Burnett, Bill

Softcover

ISBN 10: 1986232743 ISBN 13: 9781986232746

Publisher: CreateSpace Independent Publishing Platform, 2018

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.

Edition details

• Publisher: CreateSpace Independent Publishing Platform
• Publication date: 2018
• ISBN 10: 1986232743
• ISBN 13: 9781986232746
• Binding: Paperback
• Language: English
• Number of pages: 156