http://salesblog.karlgoldfield.com/2008/03/training-part-8b-gaining-commitment-getting-answers-to-tough-questions-decision-makers.html Tue, 30 Mar 2010 21:37:39 +0000 http://wordpress.org/?v=2.9.1 hourly 1 http://salesblog.karlgoldfield.com/2008/03/training-part-8b-gaining-commitment-getting-answers-to-tough-questions-decision-makers.html/comment-page-1#comment-121 Tim R. Mon, 03 Mar 2008 23:33:27 +0000 http://coachingsaleschampions.karlgoldfield.com/2008/03/training-part-8b-gaining-commitment-getting-answers-to-tough-questions-decision-makers.html#comment-121 Ah, the King of Directness has learned that being very direct with those with whom we do not have a personal relationship is like using a bulldozer in a rose garden. Right on, Karl! Find ways to ask the question without coming across as overly aggressive. Sellers would do well to spend an hour re-phrasing all of their common questions in order to get the most out of their interactions with prospects and customers. For some great insight on the topic, try "Question Based Selling" by Tom Freese. Ah, the King of Directness has learned that being very direct with those with whom we do not have a personal relationship is like using a bulldozer in a rose garden. Right on, Karl! Find ways to ask the question without coming across as overly aggressive. Sellers would do well to spend an hour re-phrasing all of their common questions in order to get the most out of their interactions with prospects and customers. For some great insight on the topic, try “Question Based Selling” by Tom Freese.

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