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Introduction............................................................................................................ 3

Introduction............................................................................................................ 3

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Publicado porSaul Arias-Mendoza
If you think about it, every true professional
follows a script or format. For example, take your
favorite actor or actress. They don't get in front of
the camera or on stage and begin adlibbing their
lines.
If you think about it, every true professional
follows a script or format. For example, take your
favorite actor or actress. They don't get in front of
the camera or on stage and begin adlibbing their
lines.

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Published by: Saul Arias-Mendoza on Mar 05, 2010
Copyright:Attribution Non-commercial

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06/08/2013

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80% of sales reps will simply ask, “Who makes the
decision on this,” or “Are you the one making the
decision?” (Closed ended which allows the prospect
to hide or not reveal the truth)
The Top 20% assume the prospect involves others in
any buying decisions and wants that information up
front. They use Assumptive Questions to reveal it:

They will ask:

“Who will be making this decision with you?”
Or,
“Who do you think you’ll be speaking with about this
decision?”

For budget:

“________ most of my clients have a price range in
mind when considering this, what is yours?"

To sell bigger orders:

www.MrInsideSales.com

Copyright @ 2007

(818) 999-0869

37

“________ many of my clients want the discount
that comes from ordering this by the (case, unit,
multiple month contract, etc.), is that how you want
to do this is well?

Assume the close:

“________ I’ve been looking forward to getting back
with you today. I'm sure you (reviewed the
information, brochure, material, etc.) and liked what
you saw. Did you want to start with (X size order)
today, or take the (larger) order?"

You can use Assumption Questions throughout your
sales process, and they will immediately make you a
better closer.

My question to you is, “How many current questions
can you change so they become assumptive?"

The more you change, the more sales you will make.

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