November 2012
Beginner to intermediate
224 pages
4h 46m
English
Content preview from Emotional Intelligence for Sales SuccessBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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CHAPTER 6
Questioning Skills
What’s Your Prospect’s Story?
SALES PROFESSIONALS often use the phrase, “Find the prospect’s pain.” The idea is that if the salesperson can uncover the prospect’s business challenges, there is a much greater chance of the prospect writing them a check to resolve them.
Studies support that point of view. Neil Rackham, author of bestselling books such as SPIN Selling (McGraw-Hill, 1988) and Major Account Selling (McGraw-Hill, 1989), has done extensive research on why prospects buy. His investigation shows that close ratios increase as much as 50 percent when salespeople discover the prospect’s pain and then discuss its impact or implications with the prospect.
There are also hundreds of sales books, blogs, and articles ...
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