How to Succeed Podcast How to Succeed at Advanced Questioning Strategies
Sep 17, 2018
Danny Wood, a seasoned Sandler trainer from New Jersey with 18 years of experience, shares insights on advanced questioning strategies in sales. He discusses innovative techniques like the 'let's pretend reverse' and the 'magic wand' question, emphasizing their impact on communication. Wood highlights the 70-30 rule for nurturing client conversations and encourages listening over talking. He also touches on the importance of authenticity, learning from failures, and setting actionable goals to foster personal and professional growth.
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Embrace Rights and Surrender
- Salespeople should recognize they have rights and not put prospects on pedestals.
- Embrace discomfort and surrender to the process for growth in sales skills.
Use 'Let's Pretend' Reverse Wisely
- Use the 'let's pretend' reverse in different sales phases to uncover prospects' true intentions.
- Customize the question to suit context, like prospecting or setting meeting expectations.
Role-Play Speeds Sale Closure
- Danny Wood used 'let's pretend' to reduce sales cycle by getting prospects to role-play decision conversations.
- This technique helped reveal true commitment and accelerated closing deals.
