| "How come you charge so much?" Kinda
| |
| | more enjoyment to their life, or if you
|
| feels like a kick to the stomach, huh?
| |
| | are providing complicated, custom
|
| This is a classic "objection" during a
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| | services that transform huge
|
| sales conversation with a prospective
| |
| | organizations.
|
| customer, and it's no fun at all.
| |
| | Questions: After connection, it's the
|
| Customer objections can be painful and
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| | second step in a successful sales
|
| intimidating to deal with. And it doesn't
| |
| | conversation.
|
| have to be about price. It could be about
| |
| | What questions are you asking, and what's
|
| anything: "Do you really know what you
| |
| | the most important one? Practical steps
|
| are doing?" "Does this thing really
| |
| | below in Keys to the Questioning
|
| work?" "How do I know you'll follow
| |
| | Keys to Questions
|
| through?"
| |
| | - When you start out a conversation with
|
| Wish you never had to hear them again?
| |
| | a prospect, start by asking lots of
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| You don't.
| |
| | questions. You want to find out all about
|
| Sacred spiritual traditions, like the
| |
| | their situation. If you help people in
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| High Holy Days and the month-long fasting
| |
| | pain to feel better, then ask all the
|
| of Ramadan, are meant to not only leave
| |
| | questions you can: has this happened
|
| you empty, but to drain you of all of
| |
| | before? How did it happen? Have you had
|
| your certainty. In the center of deep
| |
| | it a long time? What's the pain like? How
|
| spiritual practice, you are left with
| |
| | do you normally deal with the pain.
|
| many sincere questions in your heart.
| |
| | And, go beyond treating them like a
|
| Who am I? What is the silent, longing
| |
| | problem. Find the place in your heart
|
| call that I hear in the middle of the
| |
| | that cares about them, and ask larger
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| night? Where do I really owe my
| |
| | questions: Tell me about how this pain is
|
| allegiance? What is my heart crying out
| |
| | affecting your life, your work, your
|
| for? Profound questions that, when
| |
| | relationships.
|
| approached sincerely, can transform your
| |
| | - When do you stop asking questions? When
|
| life. When the time comes for these
| |
| | you can fully see the future they want,
|
| questions, you have to let go of your
| |
| | and you can see how what you do can get
|
| beliefs. If you don't, they become your
| |
| | them there, or how what you do is not
|
| prison.
| |
| | right for them at all.
|
| The asking of these questions, dropping
| |
| | - At this point of clarity, you need to
|
| all of your defenses about what is right
| |
| | ask the most important question: the
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| or wrong, what you want or don't want, is
| |
| | pivot question. Some people think that
|
| the doorway to freedom. You are no longer
| |
| | the pivot question shifts the focus from
|
| trying to force an outcome, but merely
| |
| | the prospect to you and your business.
|
| seeking the truth.
| |
| | Not true. The pivot question shifts the
|
| How you ask the questions in your heart
| |
| | focus from the present situation your
|
| is critical. Are you a journalist,
| |
| | prospect is facing, to the future where
|
| sniffing for scandal, sure you will find
| |
| | this problem is resolved.
|
| the dirt? Or are you a true seeker,
| |
| | "I can sure see how troubling this pain
|
| allowing yourself to love the questions,
| |
| | has been for you- it sounds miserable!
|
| because you love the truth more than
| |
| | (pivot ->) What brought you to talk to me
|
| anything?
| |
| | about this? How did you see what I do
|
| A customer only raises objections when
| |
| | fitting in with what you want to do about
|
| they feel at risk. At risk of losing
| |
| | your pain?"
|
| money. At risk of losing time. At risk of
| |
| | The pivot is an important step, because
|
| looking foolish. At risk of any number of
| |
| | it elicits an invitation from your
|
| things.
| |
| | prospect that gives you permission to
|
| Instead of answers, bring sincere,
| |
| | talk about how your business works, and
|
| delighted questions to your prospect,
| |
| | how you can help them. Without that
|
| devoid of any attachment to what the
| |
| | invitation and permission, you are
|
| answers might be. Be curious and in love
| |
| | trespassing. With the invitation, you are
|
| to learn more about what they are facing,
| |
| | collaborating.
|
| their hopes and fears and desires in
| |
| | - They will naturally have questions,
|
| their situation. If you do this, they
| |
| | too, because they will want to see the
|
| will feel seen. They will safe.
| |
| | same future you are seeing. In general,
|
| And they will never object. If they are
| |
| | they will want to be clear on exactly
|
| the very best kind of prospects, they
| |
| | what it looks like to work with you, how
|
| will have questions of their own. That's
| |
| | much it costs, what exactly their
|
| what you want, someone who cares enough
| |
| | commitment is, and how long it takes.
|
| to question you, so the two of you can
| |
| | Questions are second nature to your
|
| form a true collaboration, whether you
| |
| | heart, and the key to a successful sale.
|
| are selling a simple product that brings
| |
| |
|
