How many times have you stopped closing a sale because of the seller's inconvenience and/or lack of skill? Jaques Grinberg teaches in "84 Questions that Sell" to establish connection and empathy with the buyer and improve your sales communication.
Therefore, the questions you ask when you are going to offer a product are important to achieving success in the sale.
Thinking about it, the author put together the best questions that help to sell, to you get great results by offering techniques, habits and the ideal behavior to execute the sales.
In this way, the customer is satisfied that he has met his needs and you have broken the goals of sales.
Let's find out more!
In the book "84 Questions That Sell" (2015), the author, Jaques Grinberg, presents to us a series of questions so that you can sell more and have a relationship with your customer.
The objective of the book is to enable the readers to improve their sales skills through the content presented, highlighting the coaching, understanding what customers need, negotiating, discovering the opportunities and speeding up the process of closing sales.
Jaques Grinberg is a consultant, university professor and speaker specializing in sales coaching. In addition, he is an entrepreneur and a businessman. He knows in practice the difficulties of undertaking in the education area.
Jaques holds a bachelor's degree in law, an MBA in marketing at Fundace - USP, courses in people management at IBMEC, coaching at the Brazilian Coaching Society (SBC), trading techniques at Dale Carnegie, among others.
He is the author and co-author of 7 other books, among them: "Sales: The Key to Everything", "Coaching Change Your Mindset for Success", "Coaching and Leadership".
The content of the book is ideal for both seller who wants to improve the skills so that you can negotiate better, close the sale quickly and dominate the sales market, and a newbie who is gaining his space in the market.
In addition, from the suggestions and techniques presented it is possible strengthen your personal and professional negotiations.
The key points of the book are:
In this summary, we will explain the main parts of the book, explaining the author's ideas in each one of them. So, let's begin?
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Considering that one of the goals of the author is to turn you into a coach seller. For that, at the beginning of the book he presents concepts related to the definition. What is the difference between coach and coaching?
Coaching is the empowerment process that directs the coachee to his or her goal. Coach is the professional who carries out the coaching process. Finally, the coachee is the client of the coach.
Jaques Grinberg's goal is to turn you into a coach seller, but what is it anyway?
Well, I can tell you that the coach seller will be responsible for conducting the communication and customer relationship through intelligent questions, where you can extract information that leads the customer to find the best path for both, creating an experience as if it were commissioned.
That way, smart questions serve to guide you about customer behavior and need, but also you need to pay attention to customer responses, after all, you can come up with new questions and arguments.
Today the customers behavior changes at all times, for this, you must know the buying process of them. The first step is that he needs a dream or need to buy, then he researches and evaluates the solutions, then decides on the purchase.
Jaques Grinberg in his book "84 Questions that Sell" has defined the 7 laws for you achieve better results in sales:
The first step towards negotiation is to analyze what questions will be asked. With this, we can ask intelligent questions both open and closed.
In addition, negotiation is a skill that can be developed by anyone, requiring practice for improvement, which puts everyone on the same level as potential successful dealers.
The open questions tend to generate more reflection on the client, so we have a diverse and varied content, making it more difficult to evaluate. These questions are a great way to build arguments for the success of the sale.
Closed questions are more focused, and their answers are short and they go straight to the point, often it is yes or no. These questions are easier to assess, and we can quickly get the customer profile up.
Throughout this chapter, Jaques Grinberg presents some tips on both closed and open questions. It does not matter if it is a car sale technique or any other sales technique.
Each of the 84 questions is commented on by the author, explaining them and providing tips on how we should act.
That way, the proposal is clear that it's not only reading but reflecting on each one, realizing what it means to you and your client, in what situation you can apply and if you need changes to adapt to your product and/or service.
We list the following first 10 questions of the 84 described in the book:
Know the right time to ask the questions and also the time to listen to the answers. It is a difficult habit, but practice makes you achieve good results.
Use smart questions to really sell what the customer wants and needs. If you sell something he does not need, it will generate dissatisfaction.
Customers are interested in solving their problem and not in what you sell. In this way, when the seller presents the solution, the price is not a hindrance and the sale is realized.
Make the customer experience the best it can be, making it better than average and surprising him.
There are many difficulties, but the persistence, capacity and development of negotiation skills will lead you to success.
Since time is one of the main enemies of the sellers, you have to know how to manage it well. For this, the author prepared 7 time management tips:
For author Mitch Antony in his book "Selling with Emotional Intelligence", skilled professional negotiators are able to find solutions in situations where others see only obstacles. Your secret is to look beyond your own desires and needs and see the goals of your partners.
In the book "The Sales Bible", author Jeffrey Gitomer advises that the most important and fundamental tool for any sale is your mind. Self-confidence is the key to controlling it, if you do not believe in yourself, no one will believe you.
In "SPIN Selling", author Neil Rackham points out that the quality of the questions asked is crucial to the success of the negotiation and the questions are the best way to convince someone.
Success in the sales world is about developing the right question, presenting only the first 10 questions, you can tailor them to your business and get great results. The best way to achieve success will be through practice.
This will allow you to find out exactly what customers want and need, so they will be able to maintain a good relationship and with an extended cash flow.
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If you want to delve into the 84 questions and practice each of them with the author's comments, you can buy the book from the link below:
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