Power Of Discovery: Who, What, When, Where & More In Building The Sale

"Power Of Discovery" is an extremely useful book that assembles and presents a series of great strategies to use in determining what customers are looking for in a product, service, opportunity, or solution. The concepts in this book are solid, having been field tested and adapted over years of actual selling encounters to provide an effective and efficient approach to building a sale. You will get results as soon as you open the book and begin putting these concepts into practice. Anyone in sales except residential real estate will benefit from this book - commercial real estate agents and brokers, leasing agents, retail sales, route sales, showroom sales, professionals who sell their own services, product and industrial sales, membership sales, or anything with a product or service. Remodelers should find this book especially useful. Salespeople need a way of engaging their customers and learning what they are looking for, how soon they want it, what they want to invest, when they are capable of making a decision, and what needs to happen before a decision can be made - among other criteria of shopping for and selecting that product, service, solution, or opportunity. Active interviewing through the skillful, almost spontaneous use of effective questions, will help you determine the level of interest someone has and where to devote your time and focus. This book gives you many ways to ask for information - you can use questions that fit your style and manner of speaking. They are so natural to use that they will seem very conversational. This book is based on the journalistic "who, what, when, where, and why" formula - the "5 W's" with the addition of "how" and "which" to complete the process. Regardless of your level of experience in representing your product, service, opportunity, or solution, there are questions and techniques that you can learn from this book. With a chapter devoted to each of the seven major question areas, you will find ways to learn what is important, use trial closes, and then ask for the sale. Then the book closes with some other questioning techniques and strategies. The 9 chapters are: 1 - "Who?" 2 - "What?" 3 - "When?" 4 - "Where?" 5 - "Why?" 6 - "How?" 7 - "Which?" 8 - "More Questions," and 9- "Go Discover." Take the guesswork out of learning about what your customers want in what you are offering.