By Mark Goulston

The 1st make-or-break step in persuading someone to do any factor is getting them to listen to you out. no matter if the individual is a harried colleague, a stressed-out shopper, or an insecure wife, issues will move from undesirable to worse for those who can't holiday via emotional barricades. Drawing on his adventure as a psychiatrist, enterprise advisor, and trainer, and subsidized by means of the newest medical examine, writer Mark Goulston stocks easy yet strength ful suggestions readers can use to actually get via to people--whether they're coworkers, associates, strangers, or enemies. Getting via is an excellent paintings yet a serious one. With assistance from this groundbreaking e-book readers can be in a position to flip the "impossible" and "unreachable" humans of their lives into allies, committed shoppers, unswerving colleagues, and lifelong neighbors.

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Extra resources for Just Listen: Discover the Secret to Getting Through to Absolutely Anyone

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The good news is that this insight, along with hundreds of 15 Copyright © 2004 by The McGraw-Hill Companies, Inc. Click here for terms of use. 16 Sales Techniques selling secrets, will be revealed in great detail throughout the remaining chapters of this book. But, for now, let’s settle for a quick look at this career-changing truth. Selling’s Biggest Success Secret Revealed The secret to selling is to be in front of qualified prospects when they’re ready to buy, not when you need to make a sale.

It makes no difference. You, too, need a process that allows you to move through the sale easily and quickly, a process that will empower you to be in control, that allows you to know where you are going next in the sales process. ) and so will your results. The process that we teach is called the IMPACT Selling SystemTM (William T. Brooks, High Impact Selling: Power Strategies for Successful Selling, GamePlan Press, 1988). It is broken down as follows: • Investigate—prospecting, positioning, pre-call planning, promoting, attracting • Meet—engaging the prospect • Probe—asking the questions so you can recommend a solution and make the sale • Apply—recommending a solution that addresses your prospect’s greatest need or want • Convince—maximizing solid proof and allowing your prospect to experience the truth of your claims through third-party corroboration • Tie it up—finalizing the transaction, cementing and reinforcing your sale, asking for the order There are three simple rules for following the IMPACT System: • Don’t skip a step to get to any other step.

3. They have a relative sense of urgency about the decision. 4. They have a significant level of trust in you and your organization. 5. They are willing to listen to you. ❏ Smart salespeople don’t waste a lot of time in front of prospects who don’t have all of the characteristics of a qualified prospect. ❏ Being liked merely leads to selling price. Being trusted leads to selling value. Value is a far better selling tool than price. ❏ Prospects buy for their reasons and according to their time schedule for purchase.

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