Selling success is in the punctuation mark … By Steve Waterhouse

Last night, on the way home from watching the Blue Angels perform at Jacksonville Beach (by the way, they give new meaning to team work!), we stopped with friends for dinner. I was tired and was more focused on our conversation than on the menu when the waiter asked me what I wanted for dinner. As I have done a million times, I ask, “What’s good here?” Now, typically, I get one of two answers. Either they say, “Everything”, which is the dumbest answer in the world, or they tell me about their favorite dish.

This guy was different.

He said, “Good question. Tell me what your favorite meal is!” He turned it around! He asked me to tell him about myself and then he used that information to make a great recommendation. Cool!

We have talked at least a dozen times in these e-mail messages about the power of questions and how they are the only true way to sell. I know that many of you have great questions that you ask your clients that open up worlds of opportunities for you.

Let’s hear them!

I am writing a new book on the power of questions and I would love to include you and your questions in it. Just respond to this email with a few of your best questions and I will include them in the book. I’ll even send you a free signed copy of it when we get it done next month. If you want me to credit you in the book, let me know how you want your name to appear.

Do it today so you don’t forget.

I know you have some great ideas to share. If you know others who might like to contribute and get a free, signed book, forward this email to them. The more the merrier.

You might also be interested in my article, "How to leave a voice mail that gets results". To get a free copy, simply email article14@waterhousegroup.com.

Happy Selling,
Steve

Steve Waterhouse is Principal and Founder of Waterhouse Group (www.waterhousegroup.com), a sales consulting and training company that helps companies dramatically increase their sales. He can be reached at 1-800-57-LEARN or info@waterhousegroup.com.
 

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