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Add You - Questions That Lead to Increased Sales and Delighted Customers
(Percussion sounds emanating from who knows where while you listen to the cadence of the words below.)It’s time to sell yourself.May the words light up the way.It’s now your chance to shine,And it’s soon gonna be your day.So make sure you show themAll the many things you can do.It’s now your chance to shine.With a resume just for you.No, no, no! Wait a minute! This isn’t the kind of "RAP" that you should use for your resume. Although, there would be some shock value, and the person doing the paper screening would surely get a laugh and not likely forget your name. The WRAP to which I am re
21. Questions that honor the customer’s knowledge and experience
22. Questions that anticipate common objections
23. Questions to check for understanding
24. Questions to check for agreement or disagreement
25. Questions that uncover hidden doubts and fears, especially if they involve your customer’s association with your organization
26. Questions that proactively answer the question that every customer has, whether they verbally ask it or not, ‘What’s in it for me to do business with you?’
It is important that you arrange the timing and pacing of these types of questions to suit the specific situations of your customers and the particular sequence of your sales process steps. Without sounding like a robot or a cue card reader ask as many questions as you can in order to obtain as much information and “emotional awareness” of the customer as possible. The more you inquire without prying, the more you’ll inspire without ‘dying
To perform well in life, you must have very clear goalsThe good book says that a person who is not focused is like a ship without a rudder or a sail boat that drifts wherever the wind takes it.Having clear goals is very essential when you plan to start your own business.Setting goals is more than just wishful thinking. If you think you can succeed just by hoping or by doing 'stuff' until things turn out right, then you are dead wrong. A goal setter is different from a wishful thinker. You get places when you have a very clear intention on where you are heading.When your goal is very clear, all your actions are aligned to it
When it comes to any sales process, the right questions at the right time are paramount in establishing and maintaining high closing ratios and profitability. Such questions must elicit the appropriate thoughts and resulting actions that are favorable to you but especially to your customer. Your questions must involve, engage and encourage customers to incorporate your products/services into the context of their own personal stories, i.e., the way they see themselves and the way they live their lives.
The following types of questions (which are in no particular order) will help you build the value to your customers of what you offer by making it an integral part of the way they view and conduct their lives. Note that they are centered in two areas:
• Helping customers to become better aware of their true needs, wants aspirations, hopes and fears; these questions help them uncover what is inside them
• Enabling you to better understand your customers’ true situation and how your products/services can truly meet their particular immediate and long-term needs; these questions help you discover what is inside them
In all cases, the purpose of using appropriate questions is to establish and develop the common bond of humanity and an appreciation by both parties of the value and benefits of the unfolding relationship. When a question is honestly and sincerely asked it will tend to be answered in the same manner. Once the relationship is established all subsequent questions should nurture it in the same way. The results will be not just a sale but long-term healthy partnerships with delighted customers.
1. Questions to stimulate thought that leads to appropriate action for the benefit of the customer’s future
2. Questions to qualify for suitability and desirability
3. Questions to uncover true needs and wants
4. Questions to uncover real feelings about the product/service
5. Questions to uncover real feelings about the company you represent
6. Questions to uncover real feelings about the moment and what is happening right now in the sales process
7. Questions to uncover personal hopes, dreams and aspirations for both the near term and the long term
8. Questions to discover existing problems with similar products/services and competitive businesses
9. Questions to uncover past experiences that impact current attitude toward the product/service and company
10. Questions that add value to the customer’s self-image and elicit good feelings about themselves and the questioner
11. Questions to discover Prime Buying Motives (Hot Buttons)
12. Questions to discover values and beliefs
13. Questions to reveal bad or non-existent processes and/or difficulties that are causing pain and/or dissatisfaction
14. Questions to bring awareness of a better way of doing business or living life
15. Questions that are easy to answer and that will make the customer “right” when answering
16. Questions that gain commitment
17. Questions to help you better understand your customers and their personal and business situations
18. Questions that disclose something about yourself and your own story
19. Questions that demonstrate your personal and your company’s commitment to follow-through and follow-up
20. Questions that demonstrate your personal depth of knowledge of your products/services and the customer’s industry and business
21. Questions that honor the customer’s knowledge and experience
22. Questions that anticipate common objections
23. Questions to check for understanding
24. Questions to check for agreement or disagreement
25. Questions that uncover hidden doubts and fears, especially if they involve your customer’s association with your organization
26. Questions that proactively answer the question that every customer has, whether they verbally ask it or not, ‘What’s in it for me to do business with you?’
It is important that you arrange the timing and pacing of these types of questions to suit the specific situations of your customers and the particular sequence of your sales process steps. Without sounding like a robot or a cue card reader ask as many questions as you can in order to obtain as much information and “emotional awareness” of the customer as possible. The more you inquire without prying, the more you’ll inspire without ‘dying’
Women entrepreneurs make up one of the fastest growing sectors of the business world today and there are as many expressions of entrepreneurialism as there are the kinds of women who choose this route; however, whether your idea of being an entrepreneur means running your own part time consulting business out of your house where you employ 1 or 2 other people or you are running a multi-million dollar company and manage hundreds of employees, the 7 keys to success remain the same.What follows are the 8 key success principals that will allow you to take your business to the next level:1. Dream BigDo not limit your drea
The following types of questions (which are in no particular order) will help you build the value to your customers of what you offer by making it an integral part of the way they view and conduct their lives. Note that they are centered in two areas:
• Helping customers to become better aware of their true needs, wants aspirations, hopes and fears; these questions help them uncover what is inside them
• Enabling you to better understand your customers’ true situation and how your products/services can truly meet their particular immediate and long-term needs; these questions help you discover what is inside them
In all cases, the purpose of using appropriate questions is to establish and develop the common bond of humanity and an appreciation by both parties of the value and benefits of the unfolding relationship. When a question is honestly and sincerely asked it will tend to be answered in the same manner. Once the relationship is established all subsequent questions should nurture it in the same way. The results will be not just a sale but long-term healthy partnerships with delighted customers.
1. Questions to stimulate thought that leads to appropriate action for the benefit of the customer’s future
2. Questions to qualify for suitability and desirability
3. Questions to uncover true needs and wants
4. Questions to uncover real feelings about the product/service
5. Questions to uncover real feelings about the company you represent
6. Questions to uncover real feelings about the moment and what is happening right now in the sales process
7. Questions to uncover personal hopes, dreams and aspirations for both the near term and the long term
8. Questions to discover existing problems with similar products/services and competitive businesses
9. Questions to uncover past experiences that impact current attitude toward the product/service and company
10. Questions that add value to the customer’s self-image and elicit good feelings about themselves and the questioner
11. Questions to discover Prime Buying Motives (Hot Buttons)
12. Questions to discover values and beliefs
13. Questions to reveal bad or non-existent processes and/or difficulties that are causing pain and/or dissatisfaction
14. Questions to bring awareness of a better way of doing business or living life
15. Questions that are easy to answer and that will make the customer “right” when answering
16. Questions that gain commitment
17. Questions to help you better understand your customers and their personal and business situations
18. Questions that disclose something about yourself and your own story
19. Questions that demonstrate your personal and your company’s commitment to follow-through and follow-up
20. Questions that demonstrate your personal depth of knowledge of your products/services and the customer’s industry and business
21. Questions that honor the customer’s knowledge and experience
22. Questions that anticipate common objections
23. Questions to check for understanding
24. Questions to check for agreement or disagreement
25. Questions that uncover hidden doubts and fears, especially if they involve your customer’s association with your organization
26. Questions that proactively answer the question that every customer has, whether they verbally ask it or not, ‘What’s in it for me to do business with you?’
It is important that you arrange the timing and pacing of these types of questions to suit the specific situations of your customers and the particular sequence of your sales process steps. Without sounding like a robot or a cue card reader ask as many questions as you can in order to obtain as much information and “emotional awareness” of the customer as possible. The more you inquire without prying, the more you’ll inspire without ‘dying
Make Sure You Understand Your Motivation for SellingAre you thinking about selling your business?This simple one-question quiz will help you to better understand your motivations behind this thought. A better understanding of your underlying motivations will help you make the right decision.Select the answer closest to your actual reason for thinking about selling your business.A. "I'm selling my business because of the money I will make on the sale". B. "I'm just tired and it's not fun anymore." C. "I have too many irons in the fire and can't keep up". D. "I'm ready to retire from owning my business".A. "I
1. Questions to stimulate thought that leads to appropriate action for the benefit of the customer’s future
2. Questions to qualify for suitability and desirability
3. Questions to uncover true needs and wants
4. Questions to uncover real feelings about the product/service
5. Questions to uncover real feelings about the company you represent
6. Questions to uncover real feelings about the moment and what is happening right now in the sales process
7. Questions to uncover personal hopes, dreams and aspirations for both the near term and the long term
8. Questions to discover existing problems with similar products/services and competitive businesses
9. Questions to uncover past experiences that impact current attitude toward the product/service and company
10. Questions that add value to the customer’s self-image and elicit good feelings about themselves and the questioner
11. Questions to discover Prime Buying Motives (Hot Buttons)
12. Questions to discover values and beliefs
13. Questions to reveal bad or non-existent processes and/or difficulties that are causing pain and/or dissatisfaction
14. Questions to bring awareness of a better way of doing business or living life
15. Questions that are easy to answer and that will make the customer “right” when answering
16. Questions that gain commitment
17. Questions to help you better understand your customers and their personal and business situations
18. Questions that disclose something about yourself and your own story
19. Questions that demonstrate your personal and your company’s commitment to follow-through and follow-up
20. Questions that demonstrate your personal depth of knowledge of your products/services and the customer’s industry and business
21. Questions that honor the customer’s knowledge and experience
22. Questions that anticipate common objections
23. Questions to check for understanding
24. Questions to check for agreement or disagreement
25. Questions that uncover hidden doubts and fears, especially if they involve your customer’s association with your organization
26. Questions that proactively answer the question that every customer has, whether they verbally ask it or not, ‘What’s in it for me to do business with you?’
It is important that you arrange the timing and pacing of these types of questions to suit the specific situations of your customers and the particular sequence of your sales process steps. Without sounding like a robot or a cue card reader ask as many questions as you can in order to obtain as much information and “emotional awareness” of the customer as possible. The more you inquire without prying, the more you’ll inspire without ‘dying
Losing your job can be devastating. You have to deal with loss of income, colleagues, perks (e.g. a company car) plus wondering how you will manage – when will you get another job, how will you cope financially etc. There is also the underlying feeling of rejection – rejection from the job you have lost, plus more rejection each time you don’t get a job you have applied for.The hardest part of job search is keeping up a positive attitude, and it’s imperative you do this!The whole process of job search can make people feel depressed so you need to take good care of yourself. If you do become run down it can affect you mentally, physi
11. Questions to discover Prime Buying Motives (Hot Buttons)
12. Questions to discover values and beliefs
13. Questions to reveal bad or non-existent processes and/or difficulties that are causing pain and/or dissatisfaction
14. Questions to bring awareness of a better way of doing business or living life
15. Questions that are easy to answer and that will make the customer “right” when answering
16. Questions that gain commitment
17. Questions to help you better understand your customers and their personal and business situations
18. Questions that disclose something about yourself and your own story
19. Questions that demonstrate your personal and your company’s commitment to follow-through and follow-up
20. Questions that demonstrate your personal depth of knowledge of your products/services and the customer’s industry and business
21. Questions that honor the customer’s knowledge and experience
22. Questions that anticipate common objections
23. Questions to check for understanding
24. Questions to check for agreement or disagreement
25. Questions that uncover hidden doubts and fears, especially if they involve your customer’s association with your organization
26. Questions that proactively answer the question that every customer has, whether they verbally ask it or not, ‘What’s in it for me to do business with you?’
It is important that you arrange the timing and pacing of these types of questions to suit the specific situations of your customers and the particular sequence of your sales process steps. Without sounding like a robot or a cue card reader ask as many questions as you can in order to obtain as much information and “emotional awareness” of the customer as possible. The more you inquire without prying, the more you’ll inspire without ‘dying
The New Year is a time for individual reflection and re-evaluation. But in addition to plotting your personal progress, what about your business? When was the last time you sat down and examined the progress and health of your brand?“Health of my brand?” you ask.Yes. Just like people, businesses and markets change over time. And sometimes those changes are so slow and so gradual, that we wake up to find our products and services outdated, out-of-step and out-of-shape. In short, our brand has become “sick.” Here are some of the most common culprits.• Geographic gridlockIn this scenario, your company started in one locale and
21. Questions that honor the customer’s knowledge and experience
22. Questions that anticipate common objections
23. Questions to check for understanding
24. Questions to check for agreement or disagreement
25. Questions that uncover hidden doubts and fears, especially if they involve your customer’s association with your organization
26. Questions that proactively answer the question that every customer has, whether they verbally ask it or not, ‘What’s in it for me to do business with you?’
It is important that you arrange the timing and pacing of these types of questions to suit the specific situations of your customers and the particular sequence of your sales process steps. Without sounding like a robot or a cue card reader ask as many questions as you can in order to obtain as much information and “emotional awareness” of the customer as possible. The more you inquire without prying, the more you’ll inspire without ‘dying’ (or, as many customers might want to suggest, ‘lying’). What you’ll be inspiring is the customer’s desire to be engaged with you in developing a solid and satisfying relationship that meets both your and their physical and emotional needs well into the future.
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