With these questions, customer

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Commitment will begin to evolve from “I should” to “I would like”. But to reach the ideal level of “I have to” you need impact type questions. These are questions that help the client think about the consequences of problems. Otherwise, the customer may simply decide to live with it. Asking about the implications of the problems helps the client to mentally organize the problem, realizing its specificities and the urgency of resolving it. The apex of this approach is asking questions that lead the client to calculate how much they are losing financially. Chapter 5: opening the floodgates. Expanding questions transform factual answers into deeper, richer answers that allow the salesperson to see behind organizational curtains.

Instead of: “who makes the decision?” the expansion question would be: “how does the purchasing process happen in the company?” based on a deeper view, it is possible to understand more complex aspects and the emotional dimension of  Bahamas Phone Number the company's and the interlocutor's challenges. Chapter 6: comparison questions. Comparison questions allow the seller to more broadly evaluate the moment experienced and relativize the impact of a solution. The comparison can be made by understanding the present situation with moments in the past or expectations for the future; the difference between the perspectives of the different agents involved in the purchasing process; the positioning of competitors; the different alternatives for solving the problem in focus. Chapter 7: vision questions. These questions allow the salesperson to show the customer a bright future when their product solves customer problems.



But the idea is not to tell the client, but to ask questions that lead the client to describe their situation and feelings when everything is resolved. And this includes resolving the buyer's implicit needs such as: need for professional success; independence; recognition; security; motivation; tranquility; simplicity. Chapter 8: putting it all together. In this chapter the author presents a case where all techniques are applied. If you decide to read this book, chapter 8 is one that deserves special attention. Chapter 9: try yourself. In this chapter the author offers the reader an interesting opportunity to ask their own questions in a simulated exercise. Chapter 10: qualifying questions. A sales professional needs to use his time wisely.