Daily Business & Success Tips


quote of the day

“I always believe I can beat the best, achieve the best. I always see myself in the top position.”
Serena Williams (1981 – ) American tennis champion

Double Check Every Answer

Clear Up Every Doubt
A key skill of listening is to question for clarification. The fact is that the prospect often says something that is subject to misinterpretation. Often it is vague or unclear, even to the prospect. Your basic operating principle should be that, if there is any doubt at all as to what the prospect needs, then you didn’t really understand.

How to Build Greater Trust
When you question for clarification, you not only get an opportunity to listen more while the prospect is answering the question, you always assure that what the prospect says and what you heard are the same. Again, questioning for clarification slows the conversation down, increases the clarity of the communication and builds greater trust.

My Favorite Question
My favorite question in selling is, "How do you mean?" Or, "How do you mean, exactly?"

How to thrive in tough times

Use Questions to Take Control
You can use this question after almost any statement by the prospect. It is an irresistible question and it is virtually impossible for a person to hear it without expanding on what they are thinking or what they previously said. Whenever you have any doubts at all, or whenever the prospect objects to any facet of your offering, simply pause, smile and ask, "How do you mean, exactly?"

Get Complete Clarification
Never assume that you know or understand before you have questioned and gotten accurate clarification of exactly what the prospect meant when he or she asked a question or offered an objection. Always ask, "How do you mean?"

Action Exercises
Here are two things you can do immediately to put these ideas into action. First, never assume that you fully understand what the customer said or meant when he objects or asks questions.

Second, use the power of questions to learn more about what the customer really needs, wants and is concerned about. Telling is not selling; only asking questions is selling.

about TA fastrack

TA Fastrack is Australasia’s most successful travel and tourism industry business coaching, management consulting, marketing, training and web marketing solutions provider with a vision to provide the travel and tourism industry with the ‘world-best’ solutions, TA Fastrack guarantees a fastrack in your profits and personal performance. With Australasia’s most experienced team of industry consultants and coaches based in Australia, New Zealand and now in Singapore, we can deliver business solutions wherever you are.

To learn more about how TA Fastrack can ‘fastrack’ your profits email us or visit www.tafastrack.com. To talk to us call +61 7 3630 1298.

Source = Adrian Caruso & TA Fastrack
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