Outsell - Bill Burnett - Bog

How does deliberately increasing the amount of pain a patient feels in a colonoscopy lead to more effective sales to prospective clients?The best salespeople ask questions. When I ask why, they respond with three primary reasons: -To qualify the prospect-To find the prospect's pain-To get to know the prospectWhen I ask for examples, all their questions share a common objective. They're information-gathering questions. Information gathering is important in a sales call. However, questions can serve dual-purposes. Recent science tells us that they can be powerful tools of influence. That is what I focus on in this monograph. How can questions, and their answers, influence the prospect's choice? In OUTSELL, you will learn about three specific types of questions that influence:1. Intent Questions2. Counterfactual Hypothetical Questions3. Peak/End QuestionsYou'll understand why they work, what makes them powerful, and how to construct and use them. And, yes, you'll get the answer to the colonoscopy question.