Research Reveals That Asking The Right Questions Is The Key To Success in Sales
According to a recently completed four-year research study into effective sales performance, salespeople typically spend too much time pitching and not enough time asking the right questions so that they can discover their prospects’ real objections – as well as the emotional hot buttons they’ll need to press to get their prospects to buy.
(PRWEB) May 18, 2005 -- According to a recently completed four-year research
study into effective sales performance, salespeople typically spend too much
time pitching and not enough time asking the right questions so that they can
discover their prospects’ real objections – as well as the emotional hot buttons
they’ll need to press to get their prospects to buy.
The study reveals
that top salespeople know how to ask the right questions to: (1) get prospects
curious; (2) successfully handle sales objections; and (3) lead prospects to
close the sale quickly.
A 47-page excerpt of the results of the study
titled The 7 Deadly Sins of Selling, which normally sells for US $17.00, is
available free for a limited time only at http://www.7SellingSins.com.
The study was conducted in
conjunction with the not-for-profit, Sales Career Training Institute (http://www.SalesCareerTraining.com), which enabled the
researchers to observe over 14,000 sales calls and question buyers regarding
their reactions to different sales techniques. In addition to interviews, the
researchers conducted a series of 27 surveys over a three-year period to explore
how to increase success in sales.
“We have two ears and one mouth, but
somehow we salespeople always seem to end up talking more than we listen.
Interestingly, a high percentage of salespeople believe that they have a
consultative selling style, yet buyers that we interviewed overwhelmingly
complain that sellers don’t listen enough to their specific needs,” says Paul
Borgese, chief researcher and author of the book, FEAR Selling.
Borgese
says, “We at The FEAR Marketing Group have observed some of the top salespeople
across a wide variety of industries and have culled out the 18 most powerful
questions that these producers ask again and again, which enable them to sell
more and sell faster.”
Select results of the study also are available
free when you subscribe to the FEAR Selling Newsletter at http://www.FEARSellingNewsletter.com.
The complete
results of the study have been published as a 294-page electronic book titled
FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your
Prospects’ Deep-Seated Emotional Needs. The book, which is available at http://www.FEARSelling.com,
includes over 168 field-tested sales techniques that have been tested across a
wide variety of industries.
About The FEAR Marketing Group
The FEAR
Marketing Group LLC (http://www.FEARMarketing.com) is a global consulting/training
firm focused on sales strategies and online marketing techniques that have
measurable returns-on-investment.
Contact: Paul Borgese, President, The
FEAR Marketing Group, +1-201-533-9282 or e-mail protected from spam bots.
To find out more about Sales & Marketing Expert, Paul Borgese, visit
http://www.SalesCareerTraining.com/AboutPaulBorgese.html.
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Source : http://www.prweb.com/releases/2005/5/prweb241212.htm