In life, on many different topics, we often ask and answer questions like: "when is this going to happen for me?" When we are young we might ask it about a love interest. For that matter we might ask that question at any age! When we are in college we might ask: "will I graduate?", "when?", "will I get that job?" After college and that first, second or perhaps on our third job we might ask: "when will I get that house?" And throughout life this goes on-and-on...
For those of us in sales there are three magic sales questions we are always looking to answer:
- Will this prospect buy anything?
- Will they buy from me?
- Will they buy now?
Just like with the above questions in life, many sales people work very hard to answer these questions. And some of the hardest working sales people, actually work very hard, because they haven't found a good way to answer these three questions, on a consistent basis.
The key is to sell to Power. Who is Power? Well on a sale that requires multiple steps to close, Power is the person who owns the promises that will be made to get the project approved. Find Power, know the promises that are usually made to get a decision approved, and you will begin to unlock the key to knowing how to consistently answer our three magic questions. Now life's questions...well those are a little harder :).
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