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Free Audio: Gold Medals vs. German Shepherds

Posted on April 15, 2017 Written by admin Leave a Comment

“I go fishing up in Maine every summer,” Dale Carnegie wrote in the mid 1930s. “Personally, I am very fond of strawberries and cream, but I find that for some strange reason, fish prefer worms. So when I go fishing, I don’t think about what I want. I think about what they want. I don’t bait the hook with strawberries and cream. Rather, I dangle a worm, or a grasshopper, in front of the fish saying, ‘Wouldn’t you like to have that?’”

This story prompted me to ask, why not use the same common sense when fishing for customers?

Secret #29: If you want to motivate other people, it’s more important to think about what they want, rather than what you want.

To succeed in sales, we have to motivate potential buyers to “want to” take action. But we also have to recognize that different people are motivated differently. While some people are motivated to run fast toward Gold Medals, many others will run even faster from German Shepherds.

By position benefits in a way that motivates both, you can potentially double the perceived value of your product or service, which significantly increases your probability of success in making a sale.

CLICK PLAYER TO LISTEN

http://www.qbsresearch.com/media/ThomasAFreeseQuestionBasedSelling03GoldMedalsandGermanShepherds.mp3

Filed Under: free downloads, public classes Tagged With: Free download, QBS Coaching

Tom Freese vs. Other Motivational Speakers

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Strategic Questions

The Most Powerful Tool in Sales

Besides gathering information, strategic questions are a salesperson's best tool for:
• Piquing Customer Interest
• Establishing Credibility
• Understanding Requirements
• Creating a Sense of Urgency
• Qualifying Opportunities
• Competitive Differentiation
• Negotiation / Positioning
• Escalating to Decision Makers
• Securing Commitments / Closing Deals
• Maintaining Margins
• Getting Leads / Referrals
. . .which is very different than just probing for needs.

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