Le 13 aout à 01:43
They serve to give the salesperson a frame of reference
The best situation condensate pumps Suppliers were those that built on the seller's research. Need pay off questions serve to stimulate the imagination. While a piece of media can't respond in real time to a specific customer's response to a question, it should most definitely be based on the most common responses to those questions. Until next time. It should come as no surprise that one of the things that he discovered was that successful salesmanship means asking a lot of questions, before presenting products. Have a look at some of the case studies in Perry Marshall's “Definitive Guide to Whitepapers”, & you'll see what I mean.
But people need to feel empowered & confidant when they buy, and that's where need pay off questions come in. Take a look at some of the parallels that you can find in Robert Collier's famous “salesmanship in print” letters here. At the beginning of the sales cycle, good questions about the buyer's situation were well received, provided these questions were perceived by the buyer to be relevant, and to illicit information that was not easily obtained elsewhere.Neil Rackham turned the world of high-ticket salesmanship on its ear. Good Salesmanship!. These concepts are also present in a good sales letter. For example,
“Many of the homes in this area have sump pumps, do you have one too?” Neil characterized these # “situation” questions as being of a fact-finding nature (who, where, when, what, how, yes/no). For example “Do you find it worrisome when you travel, wondering whether the power might go out causing the sump pump to stop working when you're away?” Again this shouldn't come as a big surprise to anyone, right? No problem, no sale. “Would you have a flood, if you're sump pump where to fail?” “Cleaning up after a flood is not a pleasant thought, but did you know that if it were to happen, it could also result in molds starting to grow between the framing & the concrete?” “Could it put your insurance up, if you were to file a claim?”
And so on. You might be surprised by what you discover. He called it SPIN selling. They serve to give the salesperson a frame of reference for the client's specific setting. What would you think of your Doctor if he told you, “Here take these Zoloft tablets, by the way, what seems to be bothering you?” Probably not very much, so don't “show up & throw up”, ask questions