Frank Furness
Sales & Marketing Tips
Hi, this is Frank Furness with Sales and Marketing Tips. We will be bringing you a number of new tips on how to find new business, how to prospect, how to close more sales.
Today I want to speak to you about opportunity questioning. If I go in and I see somebody, and they are using certain instruments, I would say to them, what do you look best about the instruments? Is there anything you don't like? Sometimes I just don't get anything out of them. I get yes or a no.
So I use opportunity questioning. Let's say I want to sell myself as a speaker. I would say to them, if you could wave a magic wand and come up with a perfect speaker for your convention, what are some of the things you would be looking for? If I was a coach, I would be saying, if you are looking for the perfect business coach, you could wave a magic wand, what would be some of the things that you would want?
If you are looking for an engineering supplier franchise, Mr. Jones, if you could wave a magic wand and come up with a perfect supplier, what would be some of the things you are looking for?
Now they are starting to tell you, they can't use the yes or no anymore, and you will pick up tons and tons of buying signals again.
So remember to use opportunity questioning.
Thanks so much for watching the video, and as a little gift, please go to frankfurnessresources.com/downloads, and there are a lot of free e-books, a lot of software, all yours for free, for just watching the video. So remember that again, www.frankfurnessresources.com/downloads.
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