I have a secret, I've mentioned to just a few people over the years I've been in sales. It's a book that teaches lawyers how to ask effective questions. One thing many, if not most, average salespeople just don't get is that their commissions ride on asking effective questions too.
Successful salesmen and women, like successful litigators, ask the right questions that lead the prospect to the answers that the salesperson desires. This book, The Art of Cross Examination, written by Francis Wellman in 1903, teaches you how to do that. Of course there are other books that do the same thing, and there are some people, both lawyers and salespeople, who have a natural ability, but they are few and far between. Contrary to popular myth, salespeople are made not born, as a rule.
Asking effective questions is not easy, especially in the face of a reluctant or hostile prospect who's primary goal is to get rid of you, rather than be tricked into buying from you. You'd be amazed how many people, even...especially, those who need your product, consider you a trickster who's only after their money. Unfortunately the sales field is well populated with exactly that ilk. They've created an image over many decades that those of us that are honest, and sell good products honestly, are forced to live down.
I, as you know, sell the Rascal. It's in my opinion the best machine out there, but it's not cheap. There are many that would tell you a scooter is a scooter, and be happy to sell you a cheapie. Then you never see them again. Until in a year or two you need another one. I on the other hand will show you the benefits of buying the best once, and paying a bit more, rather than buying over and over every few years. I do this by asking questions, questions that determine if you need a scooter, or a powerchair, or perhaps neither. Questions that determine which model is right for you. Questions to find out if you can afford a Rascal. And answers, to your questions, of course.
The key to helping a person that needs a scooter, is asking the right questions at the right time, and this book teaches you how. Of course if a prospect reads this perhaps they should read it also.
The Art of Cross Examination
Been going droning lately
4 months ago