An End to Price Wars?
How to never get undercut again by being a "consultative seller"
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4. Go for the "No"
Ask leading questions that will get a "No" from the client. Every time they say "No," you're qualifying clients and honing in on their core needs. "Once they say 'yes,' then you start hooking them, but you want to ask these kind of leading questions," said Felber. He reasoned that the idea of asking such leading questions helps reveal the client's fundamental needs (e.g., "I need this new product launch to succeed or I'm fired...") rather than surface ones ("My boss told me to buy some decorated pens or whatever...").
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Michael Cornnell
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