THE WAY PROFESSIONALS GO ABOUT THINKING MAKES A DIFFERENCE TOO
Well read and similarly trained individuals are aware that thinking things through is nothing more than the process of asking and answering questions in your own mind, and that the quality of your thinking has everything to do with the quality of your questions. The same applies when a professional comes face to face with an existing client or perhaps a prospect. But before we progress to questioning process, let’s just stop and consider what happens to us during the thinking process – because when you understand that, you will be more effective in the face to face questioning process.
AND ANYONE CAN COPY THAT STYLE AND BE JUST AS EFFECTIVE
Now here’s a great example for salespeople. Say, for example, you want to be wealthy, then you could either ask, “Why am I broke?” Or conversely, you could ask, “How can I be a millionaire?”
In the first question, you simply asked why, and with the second question, you then ask how. This process automatically directs you to making the first question negative, and the second question positive. In short, that’s exactly what you achieve when you question others. Either with your own thoughts or through questioning a third party, when you ask why questions, you try to solve a problem, and when you ask how questions, you look for a solution.
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