How I Raised Myself from Failure to Success in Selling Ch 7

A sales approach focused on asking questions to understand customer needs and guide them towards a solution, rather than directly trying to persuade them.

Addressing customer concerns by asking clarifying questions instead of simply providing answers or arguing.

Salespeople help customers reach their own conclusions about purchasing, drawing on facts and questions.

A crucial technique in sales where the focus shifts from defending products to understanding customer needs.

A common customer objection where the customer is unsure whether to buy the product or not.

He was an expert at asking questions to help people clarify their thoughts and make decisions.

The customer was initially dismissive and felt the salesman was wasting his time because he had already received proposals from other companies.

The salesman argued that even the cheapest proposal could become the most expensive later, and it would take an actuary years to properly analyze the proposals.

It's more important to secure insurance immediately than to spend weeks comparing proposals, as the cost can change drastically over time.

The fact that the creditors insisted on insurance meant they didn't trust the company as much as they trusted the customer himself.

He asked: 'Why isn't it of paramount importance - in fact the only thing of importance - that you obtain this insurance immediately and transfer the risk to the insurance companies?'

He asked if he could ask some questions to help the customer make a decision.

By skillfully asking questions, the salesman helped the customer identify his true needs and make a decision that was in his best interest.

He changed the customer's perspective by highlighting the immediate risks and benefits of securing insurance, rather than focusing on comparing prices.

It's about understanding the customer's needs and guiding them to the right solution through questions, rather than pushing your own product or argument.