If you want to know what factors or issues are behind whether someone will buy from you, it will require you to ask a lot of questions – both to collect information and to lead people to act. In trying to feel out what the potential customer wants, doesn’t like, desires deeply, fears greatly, desperately needs, or would consider under certain circumstances, try asking these questions:
· If you are in a position to solve a key problem, which problem would you seek to resolve?
· If I can help in that area, would that be useful?
· If it were possible that you could increase success levels/efficiency by a certain percentage, would that help you?
· What if you were able to accomplish the objective of (whatever), would you agree that’s beneficial to you?
· Imagine you were able to overcome the challenge of (doing whatever) or serve the need of (whatever), would that be of value to you?
Just keep asking these questions. Ask them to assume envision, picture, consider, suppose, ponder…even fantasize about the possibility to enhance, improve, expand, develop, grow or achieve something – or the opportunity to take the negative and eliminate, decrease, avoid, reduce, counter, fix or diminish it.
After they begin to see that you can solve a problem, or help in some way, you want to close the deal or at least move on to an action step. Ask them some version of the question: “Ready to buy?” by asking:
Would you be ready to…?
Is it possible we can…?
Would it be possible to…?
Are you willing to…?
Can you get approval to…?
Are you open to…?
How can we collaborate to…?
To get to the next step, shall we…?
To have me begin (doing something), can you…?
Shall we complete our deal by…?
“When it is darkest, men see the stars.”
--Ralph Waldo Emerson
“Worry is interest paid on trouble before it comes due.”
--William Ralph Inge
“Nobody is bored when he is trying to make something that is beautiful or to discover something that is true.”
“No one has a high enough estimation of what he could be, nor a low enough one of what he is.”--Multatuli
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Brian Feinblum’s insightful views, provocative opinions, and interesting ideas expressed in this terrific blog are his alone and not that of his employer or anyone else. You can – and should -- follow him on Twitter @theprexpert and email him at firstname.lastname@example.org. He feels much more important when discussed in the third-person. This is copyrighted by BookMarketingBuzzBlog ©2019. Born and raised in Brooklyn, he now resides in Westchester. His writings are often featured in The Writer and IBPA’s Independent. This was named one of the best book marketing blogs by Book Baby http://blog.bookbaby.com/2013/09/the-best-book-marketing-blogs and recognized by Feedspot in 2018 as one of the top book marketing blogs. Also named by WinningWriters.com as a "best resource.” He recently hosted a panel on book publicity for Book Expo America.
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