December 2017
Beginner
208 pages
5h 43m
English
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CHAPTER
7
Vision Questions:
Understanding Your Buyer’s Hopes, Dreams, and Desires
AFTER TAKING A customer through a series of impact and lock-on questions, you will have someone in front of you who will want desperately to make a change. Vision questions enable you to show the customer a bright future, to present him with a picture of what could be if he did business with you. Whereas impact questions were all about emphasizing the negative effects of a customer’s current situation, vision questions focus on the positive results that can be achieved.
At first, asking abstract questions concerning your customer’s future might seem strange to you. ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.