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A salesman explains how connection questions can double your closing rate in a week by shifting focus from you to the prospect and moving them from price talk to results talk in just two minutes.
A salesman explains how connection questions can double your closing rate in a week by shifting focus from you to the prospect and moving them from price talk to results talk in just two minutes.
You can actually double your closing rate in the next 7 days. It's dependent on understanding the stages of the sale. We call this the 5 stages of the sale. First stage, the connection stage. We want to ask what are called, obviously, connection questions. There are 3 reasons why you want to master connection questions. Number 1, these questions take the focus off you and put it on the prospect. Most salespeople talk too much. When you talk too much, the prospect's guard goes where? It goes up because prospects are to what? Salespeople that talk all the time about their thing. Number 2, I want to disarm the prospect to get their guard down. And let's say if you cold call and in the first 10 or 15 seconds they say, oh, not interested, or we already have somebody for that, that's because we haven't learned how to get their guard down. The third thing that we're doing in the connection phase here, taking the prospect from price or cost-based thinking to where? Results-based thinking. What's one of the first things that comes to your mind when a salesperson first starts talking to you? You start thinking what? How much is this going to cost? How do I them from price or cost-based thinking to results-based thinking. So you can do this stage right here in as little as like 2 minutes. So this is the first stage of the sales process. If I don't understand the first stage, all the other stages, hard to get. Let's go to the second stage.
