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#22 – How To Sell More Through Great Questions

By Todd Liles April 3, 2014 #22 – How To Sell More Through Great Questions

Are you ready to increase your sales?

Learn how to sell more through great questions!

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Pearl of Wisdom

“The one who scores the basket has ten hands.” John Wooden

Tip of the Week

Gene Slade Jr

Read “For What It’s Worth” by Brandon Jacob.

“Service Excellence Training and the resources that they offer are just outstanding. They have resources that you don’t even have pay for, they are willing to give them to you. Paying it forward.” -Gene Slade, Jr of Air Genie.

Watch the Book Review at ServExTra: For What it’s Worth Book Review

Free Training:

We have 3 great presentations available to you absolutely free.

  1. How to Sell to Defensive Clients
  2. How to Build Profitable Relationships
  3. Sell More Through Great Questions

Sponsor

Today’s Session is brought to you by the PRESS PLAY for technicians and sales series. And for a limited time you can get access to some wonderful discounts and company financing. See our website for more details.

Today’s Points of Training:

4 Reasons we ask questions of the homeowner:

  1. Builds credibility and authority.
  2. Controls the conversation.
  3. Qualifies the homeowners.
  4. Discovers the wants and needs.

4 Things we Qualify when we ask questions:

  1. Point of view, aka DISC
  2. Interest level: “Do they care?” aka “Hot Buttons”
  3. Ability to make a decision: DISC, power, and money.
  4. Potential objections.

2 Styles of questions are:

  1. Open-ended. This question requests a longer answer.
  2. Closed-ended. This question requests a shorter answer.

2 Areas of questions are:

  1. Technical Based Questions: What can the client tell us?
  2. Emotional Based Questions: How does the client feel?

3 Times you ask questions:

  1. The Client Interview: When you need to know more about what the client is thinking. This occurs before your diagnostic, and throughout the call.
  2. The Client Review: When you are showing the client your findings.
  3. The Close: When you need an answer.

The Radio Show Notes are taken from  “The P.R.E.S.S. P.L.A.Y. Training Series Program”

The P.R.E.S.S. P.L.A.Y. Training Series –

To Register call 512-333-4133 and Stacy will help you. You can learn more by clicking class links below:

Questions, Comments, or Suggestions:

If you have a something to say, then leave it in the comment section below.

Also, feel free to give us some suggestions on what you would like to hear on future episodes.

 

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