Sales Podcast | 5th Key In Selling - Asking Questions & The Three Question Close Tip
Summary: <p> </p> <p>Quote by: Brian Tracy A Canadian American motivational speaker and self development author. Brian has written about 70 books on these subjects including “Eat That Frog” & “The Psychology of Selling”<br> </p> <p><em><strong>“Telling is not selling, only asking questions is selling” </strong></em><br> <br> </p> <p>Today’s topic as you can tell is about questions. Which is the 3rd Key in Selling! Asking Sub Ordinate Questions. <br> </p> <p>Now different situations during a sales call require a different style of question. <br> </p> <p>For example, when you are arousing interest in the product, service or an idea you ask close ended questions. <br> </p> <p>When you are doing a discovery, you ask open ended questions. <br> </p> <p>Today we will discuss the art of asking the subordinate questions. </p> <p> <br> <strong>What are the Subordinate Questions? </strong><br> </p> <p>A subordinate question is any question the answer to which, if positive, means the prospect has bought! <br> </p> <p>If it is not positive, it does not mean he has not bought. <br> </p> <p>I read this in Zig Ziglar’s book that one of his friend used subordinate question which was very effective for him, he would ask the prospect:<br> </p> <p>“Well, Mr Prospect, have you sold yourself or should I tell you more?”<br> </p> <p>Remember no one wants to get sold, we all want to buy! <br> </p> <p>So this question is powerful. If the answer is YES I AM SOLD! Make the transaction and if the answer is WHAT CAN YOU TELL ME MORE ABOUT IT? Allows you to bring you sales game! <br> </p> <p>I also want to share with a story that I found in Zig’s book. <br> </p> <p>He calls this THE PRESIDENTIAL CLOSE. <br> </p> <p>Zig Ziglar was suppose to speak at a conference back in the day at Greenville, South Carolina during the week of Oct 11 through Oct 15th. <br> </p> <p>A sign at the back of the lobby advised travelers to avoid travelling during these days as this was the textile week and the rooms are pre books 12 to 18 months ahead of the textile conference. <br> </p> <p>Chances of getting a room with in the 50 miles radius of Greenville during the textile week is pretty much impossible. <br> </p> <p>Zig Ziglar being the one of the best sales person in the history, did what he was best at! <br> </p> <p>He walk in to the Holiday Inn and did the whole thing where he went up to the reception, introduced and asked for the room.</p> <p>Do you have a reservation? Asked the lady at the reception. <br> </p> <p>He said yes, long time ago. <br> </p> <p>How long ago asks the reception, Zig response 3 weeks ago. <br> </p> <p>Now it was clear to the reception that he does not have any reservation as they probably do not book 3 weeks in advance, and she got her senior to speak with Zig. <br> </p> <p>The senior Hotel Representative was polite and said to Zig,<br> </p> <p>“I might as well tell you that usually I am the good news lady, however tonight” <br> </p> <p>Zig interrupted her and says before you tell me that can I ask you couple of questions?<br> </p> <p>She said yes, go ahead. <br> </p> <p>Question#1: Do you consider your self to be an honest lady?<br> </p> <p>Senior Representative said “Of course I do Mr Ziglar” <br> </p> <p>Ok now Question #2: <br> </p> <p>If the President of United State were to walk the door and come up to you and say, ‘I want a room.’ Now tell me the truth would have one for him? <br> </p> <p>She smile and said: “Now, Mr. Ziglar, you and I both know that if the president of the United States were to come in here, I’d have a room for him.”<br> </p> <p>Zig: “Ok Ma’am, you’re an honest woman and I’m an honest man. You can take my word for it that the President of United States is not going to walk through that door. I’ll take his room!”<br> &nb </p>
