What This Book Is: This book is a manual on how to help your prospective clients get clear about what they really want so you can help them get it. The proven results of this approach are more sales for you and more satisfied clients.
It Has to Feel Right: If you are not asking your prospective clients questions that are creating clarity and commitment on a feeling level, they are not going to be able to make a decision when the time comes. They will want to "think about it." Wouldn't you rather have a decision one way or another?
What you will learn:- How to get to the feeling level and close more sales.
- What questions will get you to the feeling level the quickest.
- How to get more comfortable asking the feeling questions.
- How to make your prospective clients want to answer your questions.
- How to create a sense of urgency that makes prospective clients take action.
- How to close in a way that is empowering for both you and your prospective clients.
Contents of this Book: - What This Information Can Do For You
- Why People Buy
- Why We Don't Ask Feeling-Oriented Questions
- Creating The Right Environment To Ask Feeling Questions
- Getting To The Feeling Level
- Troubleshooting
- Helpful Hints From a Bigger Perspective
- What's In It For You?
"Sid has gotten to the essence of closing the sale with both integrity and power." --
Lee Slavutin, Member-Top of the Table, New York, New York"This book will help you make more money and feel good about how you did it!" --
W. Howard Wight, Jr., Wight Financial Concepts, San Francisco, California"This book will help you become a better interviewer and make the whole process of selling a lot more fun! Learning the simple concepts presented here have easily doubled my sales!"
--Philip M. Underwood, MBA, Albany, New York
Listening for Feeling - Questioning Skills for Uncovering Emotions Who wouldn't like to double their sales simply by asking a few more question? Sidney Walker, a sales trainer and former insurance salesman hopes a few financial salespeople will take the bait and buy his book, How to Double Your Sales by Asking a Few More Questions.
That's a hefty price for a 126-page paperback, but unlike many sales books it's light on fluff. The goal of the book is to get salespeople skilled and comfortable at asking prospects feeling-oriented questions, and Walker wastes little space getting to the how-to's. The gist of his message is that people won't buy unless the product and the provider "feel right" to them. It has nothing to do with logic. It has everything to do with a person's values, beliefs and feelings.
Using just logic in a sales presentation will result in a closing ratio of only 25% to 30%. By closing with logic and emotion, Walker claims salespeople will see a success rate of at least 60%.
As the title suggests, salespeople need to ask a few more questions, Walker says. For example, everyone would agree that planning for retirement is a good idea. But not all of them do it because they don't really feel the need; brokers need to ask them why they need to, why it would be important to them, Walker says. He offers tips on getting people to imagine their lifestyles in retirement, for example, what they'd like to do and what they'll be able to do. Walker then follows with ideas on how to elicit even more. Why would traveling be important to them? Why would community service be of interest? Leaving an inheritance to children is important to many, but why to them?
Only by probing will you hear that prospects have always wanted to experience different cultures but never had a chance; that they've seen many underprivileged youngsters they've wanted to help; and they don't want their kids to have to struggle the way they did. These are feelings, and powerful buying motivators.
Once salespeople try this type of questioning, they'll be amazed at the results, Walker claims. After all, how can people not buy what they really want? The trick is for both the prospect and salesperson to find out what those wants are.
Walker's real world examples and practical style make it clear he speaks from experience in using these tactics.
Now, why would doubling your sales be important to you? -- Registered Rep, February 1995
