Book review of “Questions
that sell” & “Questions That Get
Results” for Entrepreneurs' Connection
Most salespeople talk too much.
They too often forget that the sales interview isn’t about them or their product or service; it’s about gaining the trust of their customer, learning about the customer’s problems, and educating the customer about how their product or service can help solve those problems.
Salespeople are also afraid to let their customers do most of the talking because they are afraid they will lose control of the interview. They don’t understand or have forgotten that, using questions, you can lead the customer to discover the value of the product or service you are offering and get their agreement to buy.
Questions That Sell is an exploration of how to use questions to lead a customer through the sales process. Although the book focuses on corporate sales, with a little thought and imagination the concepts can be extended to consumer sales or other selling situations.
By using questions to better understand the customer’s situation, the salesperson is assuming the role of a consultant instead of a peddler, which helps to build a relationship of trust with the customer.
Oh
and don’t forget,
Most managers talk too much.
Have you ever dealt with an employee, a boss, or a
colleague who can’t seem to adhere to pressing deadlines? Or says he’s too
busy? Or can’t seem to prioritize what’s important and what’s not?
Despite your best efforts, it’s a struggle to
motivate this team member to be more accountable. Yet this person is vital to
you and your organization’s success. He or she has expertise and great ideas.
If only you can get this person focused, you could eliminate the headaches that
get in the way to achieving great outcomes.
Questions That Get Results provides innovative ideas
for managers to discover the hidden motivation and potential of their teams and
employees who resist change. Questions That Get Results will explain that to be
a great manager, you need to ask great questions. Power probing questions that
cut through the superficial and dig deep to uncover the real issues to empower,
motivate and inspire your team to act.
Robert Biro
513-238-0744
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