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

What significant realization did Elliott Hall have regarding his sales technique?

  • He needed to offer discounts to close sales.
  • His product knowledge was insufficient.
  • He was making too many positive statements. (correct)
  • He had been overly aggressive in his sales approach.

    • How did Elliott Hall respond to objections from customers during his demonstration?

  • He asked questions that required agreement from the objectors. (correct)
  • He dismissed their concerns without addressing them.
  • He responded with scripted answers from sales books.
  • He attempted to convince them they were wrong.

    • What was the primary focus of Elliott Hall's questioning strategy?

  • To persuade customers to buy his product.
  • To express his enthusiasm about the product.
  • To help customers understand their needs and options. (correct)
  • To prove he was a more knowledgeable salesman.

    • What was one of the toughest objections mentioned by the audience that salesmen encounter?

    <p>I haven't made up my mind whether I'm going to take it or not. (C)</p> Signup and view all the answers

    What impact did Elliott Hall's methods have on the speaker's sales approach?

    <p>It fundamentally changed his way of thinking about sales. (C)</p> Signup and view all the answers

    What was the salesman’s initial attitude towards the situation?

    <p>He felt unsure and wanted to think it over. (D)</p> Signup and view all the answers

    How did Elliott Hall help others in conversations?

    <p>By asking questions to clarify their thoughts. (C)</p> Signup and view all the answers

    What was the main concern that Mr. Booth had regarding the numerous proposals?

    <p>He felt overwhelmed by the number of choices. (A)</p> Signup and view all the answers

    What risk did Mr. Bettger highlight regarding choosing the best proposal?

    <p>The potential for life insurance prices to fluctuate. (D)</p> Signup and view all the answers

    What key aspect did Mr. Bettger emphasize regarding the insurance proposals?

    <p>The confidence creditors have in the company. (C)</p> Signup and view all the answers

    What unique skill did Elliott Hall demonstrate during his sales techniques?

    <p>The art of asking questions effectively (A)</p> Signup and view all the answers

    What was Mr. Booth's initial reaction to Mr. Bettger's proposal?

    <p>He was unimpressed and felt it was a waste of time. (A)</p> Signup and view all the answers

    Which approach did Mr. Bettger use to gain Mr. Booth's trust?

    <p>Telling him to discard all other proposals (C)</p> Signup and view all the answers

    What was the main purpose of Mr. Bettger's questions during the meeting with Mr. Booth?

    <p>To assist Mr. Booth in arriving at a final decision (D)</p> Signup and view all the answers

    What significant point did Mr. Bettger make about selecting the best insurance proposal?

    <p>Random selection could yield just as good an outcome. (A)</p> Signup and view all the answers

    How did Mr. Bettger prepare for his meeting with Mr. Booth?

    <p>He created a series of well-structured questions. (C)</p> Signup and view all the answers

    What was the nature of Mr. Booth's relationship with the insurance companies whose proposals he had received?

    <p>He had personal friendships with several representatives. (B)</p> Signup and view all the answers

    How did Mr. Bettger establish his credibility during the conversation?

    <p>By likening his advice to that of a family member. (C)</p> Signup and view all the answers

    What was the underlying message Mr. Bettger conveyed regarding the urgency of obtaining life insurance?

    <p>Immediate coverage is critical to protect against unforeseen risks. (B)</p> Signup and view all the answers

    What strategy did Mr. Bettger apply to overcome Mr. Booth’s skepticism about his proposal?

    <p>Challenging Mr. Booth's current understanding of the proposals. (D)</p> Signup and view all the answers

    Flashcards

    Elliott Hall's Sales Method

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

    Overcoming Objections

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

    Customer's Decision Making

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

    Asking Clarifying Questions

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

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    The 'I haven't made up my mind' Objection

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

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    What was Elliott Hall's main skill?

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

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    What was the customer's initial attitude?

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

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    Why did the salesman say the proposals were useless?

    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.

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    What was the key insight the salesman shared?

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

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    What was the salesman's main point about the customer's business?

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

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    What question did the salesman use to emphasize the importance of quick action?

    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?'

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    What was the salesman's final question?

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

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    What's the key takeaway from the salesman's approach?

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

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    Why did the salesman's method work?

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

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    What is the core principle of Elliott Hall's approach?

    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.

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    Study Notes

    Sales Techniques

    • Clayt Hunsicker learned a crucial sales secret from J. Elliott Hall.
    • Hall emphasized the importance of asking questions instead of making "positive statements."
    • Hall's method involved actively listening to objections and finding solutions through questions.

    Overcoming Objections

    • A common objection was "I haven't made up my mind."
    • Hall's approach was to help the customer make a decision with targeted questions.
    • He didn't argue or contradict, instead focusing on understanding the customer's needs.
    • Hall's technique avoided making the customer feel pressured or influenced.

    A $250,000 Sale

    • A New York manufacturer needed $250,000 life insurance.
    • Several companies had submitted proposals but the prospect was skeptical.
    • The salesperson (the narrator) prepared a series of questions related to the risk assessment of the insurance.

    Decision-Making Process

    • The salesperson recognized the importance of obtaining life insurance immediately.
    • This was an urgent need connected to a loan and business continuity.
    • Questioning revealed the concern about the potential risk in delaying the process.
    • The prospect was initially hesitant but changed his mind after a series of questions regarding the risks.

    Quick Action

    • The decisive step was scheduling an appointment with a known medical examiner to get the necessary examination.
    • This rapid examination highlighted the urgency and minimized potential difficulties with the insurance process
    • The customer agreed to the examination and the insurance process.
    • The process resulted in a successful sale securing the $250,000 life insurance policy.

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    Description

    Explore effective sales techniques focused on asking questions and overcoming objections. Learn how to actively listen to customers and guide them in their decision-making process without pressure. Understand the practical application of these methods through real-life examples, including a significant life insurance sale.

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