December 2013
Intermediate to advanced
288 pages
7h 42m
English
Content preview from Target Opportunity Selling: Top Sales Performers Reveal What Really Works
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Chapter 4
PRECISION Questions
The PRECISION Questioning Framework
While talking to a group of several hundred salespeople at a conference, I asked which professions they regarded as great questioners. Some replied “reporters and consultants,” and this led to a spirited debate on the basis that reporters “only extract information” whereas consultants “have a way of asking questions that make you think you came up with the ideas they planted.”
In asking consultants from KPMG, Ernst & Young (EY), and Deloitte how they ask questions in such a way that they plant ideas at the same time, their responses were consistent. They said they don’t go into ...
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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.