Summary of Ask Questions, Get Sales (2nd edition)

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Ask Questions, Get Sales (2nd edition) book summary
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Recommendation

In this excellent short handbook, the prolific author Stephan Schiffman, widely recognized for his sales expertise, outlines his selling approach, which relies more on asking and listening than on pressuring a prospect toward a close. Schiffman says it’s time to break with traditional sales techniques. He provides a host of questions that a good salesperson should always ask, and warns you about which questions you should never ask. If you are tired of sales guides that rehash the same old song-and-dance about finding problem points and pain, and convincing the prospect to adopt your solution, getAbstract.com recommends this book for a refreshing change.

About the Author

Stephan Schiffman, a corporate sales trainer, is the author of dozens of bestselling books. He is the president of D.E.I. Management Group.

 

Summary

Break with Tradition

Traditional approaches to selling advise salespeople to find out about their prospects’ pain and then to convince them that only their product holds the cure. However, if you ask only about pain and problems, you limit your potential customer population to prospects who are willing to admit that something is wrong. If a prospect says things are fine, you hit a dead end. The traditional approach offers you no way to take the conversation further.

Instead, ask prospects the following kinds of questions:

  • What do you do?
  • How do you do it?
  • When and where do you do it?
  • Who helps you do it?
  • Why do you take that approach?
  • How could we help you do it better?

Prospects’ answers to these questions will help you gain a better understanding of them and of their companies. This information also will give you leads and ideas about how to establish yourself as a valued resource and partner.

A Pop Quiz

Successful selling does not happen by chance. You succeed because you excel in three areas: energy, efficiency and value. The following true-or-false quiz will enable you...


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