Today we're sharing a quick, but important post with you from sales trainer Skip Miller. It's just what I like - value and concrete advice in a short, easy to read format!
Quantify has to be the master question of the day.
“They have to do something soon.”
“It’s a really big deal for them.”
“This is really, really important to them.
Any of these statements strike home? It’s really cool when you can use them in combinations.
“They have to do something soon since this is really, really important to them.”
How soon is soon? How important is important? Senior executives live in a quantifiable world. When you hear a subjective measure, qualify it with a quantify question:
“Can you define ‘big’?”
“On a scale of 1-10, how important is this?”
Want to get rid of the maybes? Get the numbers. Can’t get the numbers? Probably talking to the wrong person.
A recognized authority on the psychology of sales performance, Skip Miller has helped countless companies, already at the height of success in their respective fields, achieve an even greater level of sales productivity and success. Learn more at www.m3learning.com