hello everyone and welcome back to passion Sunday's the best way to end the
week and start another our guest today has an interesting twist on sales
question based selling she's a specialist that loves what she does you
know Sunday thank you very much for being lovely to meet you miss Deb so
tell me more how do you end up trying to sell by asking questions rather than by
selling well I noticed that when I went into the pitch and spent a lot of time
with them listening and me talking that I didn't really I couldn't really
calibrate with whether they were interested whether they were buying
signals and unless I actually switched it around and asked lots of questions
but and I would find through not selling and I would look back and reflect and go
well what how did that interaction go and I fight the penny dropped when I
realize with that one particular client where I thought I'd gone really well
with my pitch I went that guy hardly talked at all
I hardly asked a question about what his needs were what he wanted us to do for
him so that got me on the road to doing what I call a diagnostic which is lots
of structured questions to draw out what the prospect wants or needs but also to
lead them down the path where I use lots of words like do you find it ever find
it frustrating that or do you find you ever get confused by so a few little
pain words added in there to try and emphasize the pain of not taking action
and maybe demonstrating return on investment so what I'm interested in is
to understand how to use this question based selling to be able to sell my
passion to even my boss or to investors or to anybody out there to support me
well I think you have to start with the person in mind that you're communicating
with and see it from their angle so you ask questions about have you ever
experienced or like if you start with have you and think about words like who
ever do you ever feel frustrated by or have you ever wondered whatever is the
Aang you're going to take and I think it also
helps if you think ahead of time maybe craft some questions and write
them down not to learn by rote because it's not good to learn by rote but it
Prime's your brain to be prepared so the questions come out in that format so for
example when I'm doing maybe an exercise with a sales team III walked around a
place called luna park in melbourne and there were lots of statements saying
take a photo home from riding on the ghost train and i've got some photos
where where there were offers to buy something and what i do is i project
those and i say okay so turn that into a question would you like to take a photo
home of you riding on the ghost train have you got a special event like a
birthday party coming up instead of all these statements or their signs were
statements so i get them to think okay if you have any statement about your
product or service turn it into a question hmm if if we could change the
way that you if we could save you costs in relation to your to your marketing
would that be of any value to you so let's say i'd come to you and say if i
could make you feel more passionate about every day yes okay so don't assume
that people want to be passionate okay would you like to be more passionate
about your life okay I see a naturally gets the buy in that's right how can we
use this technique to deal with objections and challenges because we go
through tough times in life and it'll be very useful if we're able to use such
systems and techniques to help us through the tough times not just the
good times that's right well of course it depends on the objection but they're
whatever they come up with it's really just turning it around in just think of
it in terms of a question so can you give me an example of an objection I
don't think your passion can can help me I I think I gave up my company is never
going to be passionate when I hear that I feel that I I switch
back into some of the negotiation techniques that I've learned like
there's a very classic one called feel felt found where it's kind of creating
an anecdote you say I hear what you say many of my clients have felt that way in
the in the past but when they did take a step forward they found that it made a
difference to their bottom-line results and so in future I find that most people
decide to actually give it a go so feel felt thousand that is a is a template if
you like a structure for actually turning an objection into this is what
some clients are felt in the past then they made the shift and this is what
they found so you kind of handhold them into from
wherever they're stuck that's very smooth so you go from well you know
would you like to be more passionate now I gave up it's never gonna be my company
he said yeah of course a lot of people feel that but guess some people looked
into it and considered and those who did win that and then actually kind of
ushered them in into that's right that's called a third party referral you're
kind of starting with the phrase some people many people and it's it's people
kind of like to belong to a group so if you can give them an anecdote of what
some people experienced that they were just like them so they feel accepted
like they're not strange for feeling that way but then they took the step and
then they found that it improved their life that kind of creates a model or or
an anecdote that they might relate to I love it thank you very much for this
amazing techniques that would help us sell our passion to the world Asia
pleasure thank you very much my pleasure she ate it yeah passion what do you
think I hope you found this episode useful to help you sell your passion to
the world if so share your comments on the blog below and share it with your
friends and if you'd like more tools tips techniques and exclusive interviews
that I only share on my website go to Mustapha calm until next episode live
passionately
you
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