by Brian Tracy
Clear up every doubt.
A key skill of listening is to question for clarification. The fact is that the prospect often says something that is subject to misinterpretation. Often it is vague or unclear, even to the prospect. Your basic operating principle should be that, if there is any doubt at all as to what the prospect needs, then you didn’t really understand.
How to build greater trust.
When you question for clarification, you not only get an opportunity to listen more while the prospect is answering the question, you always assure that what the prospect says and what you heard are the same. Again, questioning for clarification slows the conversation down, increases the clarity of the communication and builds greater trust.
My favorite question.
My favorite question in selling is, "How do you mean?" Or, "How do you mean, exactly?"
Use questions to take control.
You can use this question after almost any statement by the prospect. It is an irresistible question and it is virtually impossible for a person to hear it without expanding on what they are thinking or what they previously said. Whenever you have any doubts at all, or whenever the prospect objects to any facet of your offering, simply pause, smile and ask, "How do you mean, exactly?"
Get complete clarification.
Never assume that you know or understand before you have questioned and gotten accurate clarification of exactly what the prospect meant when he or she asked a question or offered an objection. Always ask, "How do you mean?"
The SUCCESS Collection is an inspirational set of beautiful gift books that makes a wonderful gift for any occasion! It features 10 immensely popular gift books from top authors and personal achievement experts, like Brian Tracy, Andy Andrews and more. ONLY $129.95! Click here now for complete details or to order!
A key skill of listening is to question for clarification. The fact is that the prospect often says something that is subject to misinterpretation. Often it is vague or unclear, even to the prospect. Your basic operating principle should be that, if there is any doubt at all as to what the prospect needs, then you didn’t really understand.
How to build greater trust.
When you question for clarification, you not only get an opportunity to listen more while the prospect is answering the question, you always assure that what the prospect says and what you heard are the same. Again, questioning for clarification slows the conversation down, increases the clarity of the communication and builds greater trust.
My favorite question.
My favorite question in selling is, "How do you mean?" Or, "How do you mean, exactly?"
You can use this question after almost any statement by the prospect. It is an irresistible question and it is virtually impossible for a person to hear it without expanding on what they are thinking or what they previously said. Whenever you have any doubts at all, or whenever the prospect objects to any facet of your offering, simply pause, smile and ask, "How do you mean, exactly?"
Get complete clarification.
Never assume that you know or understand before you have questioned and gotten accurate clarification of exactly what the prospect meant when he or she asked a question or offered an objection. Always ask, "How do you mean?"
The SUCCESS Collection is an inspirational set of beautiful gift books that makes a wonderful gift for any occasion! It features 10 immensely popular gift books from top authors and personal achievement experts, like Brian Tracy, Andy Andrews and more. ONLY $129.95! Click here now for complete details or to order!
Selling Skills
No comments:
Post a Comment