General Sales
Double Check Every Answe
By Brian Tracy
May 13, 2004, 19:21

(Note: You can purchase Brian Tracy’s 24 Techniques for Closing the Sale Video: http://www.performfirst.net/u/bt/b.asp?id=1959&p=catalog/product.asp?ProductID=77)

Clear Up Every Doubt
A key skill of listening is to question for clarification. The fact is that the prospect often says something that is subject to misinterpretation. Often it is vague or unclear, even to the prospect. Your basic operating principle should be that, if there is any doubt at all as to what the prospect needs, then you didn't really understand.

How to Build Greater Trust
When you question for clarification, you not only get an opportunity to listen more while the prospect is answering the question, you always assure that what the prospect says and what you heard are the same. Again, questioning for clarification slows the conversation down, increases the clarity of the communication and builds greater trust.

My Favorite Question
My favorite question in selling is, "How do you mean?" Or, "How do you mean, exactly?"

Use Questions to Take Control
You can use this question after almost any statement by the prospect. It is an irresistible question and it is virtually impossible for a person to hear it without expanding on what they are thinking or what they previously said. Whenever you have any doubts at all, or whenever the prospect objects to any facet of your offering, simply pause, smile and ask, "How do you mean, exactly?"

Get Complete Clarification
Never assume that you know or understand before you have questioned and gotten accurate clarification of exactly what the prospect meant when he or she asked a question or offered an objection. Always ask, "How do you mean?"

Action Exercises
Here are two things you can do immediately to put these ideas into action. First, never assume that you fully understand what the customer said or meant when he objects or asks questions.

Second, use the power of questions to learn more about what the customer really needs, wants and is concerned about. Telling is not selling; only asking questions is selling.

Purchase Brian Tracy’s 24 Techniques for Closing the Sale Video: http://www.performfirst.net/u/bt/b.asp?id=1959&p=catalog/product.asp?ProductID=77

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Copyright 2003

About Brian Tracy:
Brian Tracy is one of America’s leading authorities on the development of human potential and personal effectiveness. He is a dynamic and entertaining speaker with a wonderful ability to inform and inspire audiences toward peak performance and high levels of achievement.

He is an internationally known and respected authority addressing 450,000 people each year on leadership, management, sales, personal development, strategic planning, goal-setting, time management, creativity, and many other diverse topics. Brian has worked with IBM, Arthur Andersen, McDonnell Douglas and The Million Dollar Round Table.

Brian Tracy has produced more than 300 different audio and video learning programs covering the entire spectrum of human and corporate performance. These programs, researched and developed for more than 25 years, are some of the most effective learning tools in the world.

Contact Information:
Brian Tracy International
462 Stevens Ave, Suite 202
Solana Beach, CA 92075
1-858-481-2977

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