Paul Borgese – Fearless In Qualifying Prospects and Handling Objections [eBook – PDF]
You might never have been to a psychiatrist, but if you have, you probably
realize that the good ones know how to ask the right questions to get you
to open up to them.
You as a salesperson, should think of yourself as part psychiatrist and part
actor. In the Empathy Step above, we showed you how to act more
interested – more concerned about your prospects’ problems, pains and
fears. In a sense, to show your empathy, you have to act empathetic.
Now, let’s focus on you as a psychiatrist.
Why Questions Work
If you simply preach as a salesperson, you’ll be perceived as every other
salesperson who focuses on their product’s features – and maybe benefits.
You’ll be seen as pushing your own agenda. This is exactly what you don’t
want. You want to gently guide your prospect rather than push them into
buying your product.
Remember, people buy for their reasons, not yours. They make decisions
based on their buying criteria – they don’t decide based on the features or
benefits that you think should persuade them. It’s all about their agenda,
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