Comments on: How To Get Buyers To Say YES http://marketingmonday.com/how-to-get-buyers-to-say-ye/ Mon, 23 Aug 2010 12:16:15 -0500 http://wordpress.org/?v=2.9.2 hourly 1 By: Erick Blackwelder http://marketingmonday.com/how-to-get-buyers-to-say-ye/comment-page-1/#comment-12108 Erick Blackwelder Tue, 23 Mar 2010 04:28:19 +0000 http://marketingmonday.com/?p=407#comment-12108 The key distinction between the top-producers, and the rest of the pack is being willing to ask the HARD QUESTIONS up front... go deep... as Joe Stumpf taught me 15 years ago, get to "The Red". Going deep with deep questions gives you two advantages: first, the genuine suspects will appreciate the fact that you care deeply ABOUT THEM; second, the flakes, the "use-you-and-lose-you" suspects will shuck and jive, duck and dive around your questions. Dean, which book told us to say, "If you cannot answer my questions honestly, I cannot help you."? The key distinction between the top-producers, and the rest of the pack is being willing to ask the HARD QUESTIONS up front… go deep… as Joe Stumpf taught me 15 years ago, get to “The Red”.

Going deep with deep questions gives you two advantages: first, the genuine suspects will appreciate the fact that you care deeply ABOUT THEM; second, the flakes, the “use-you-and-lose-you” suspects will shuck and jive, duck and dive around your questions.

Dean, which book told us to say, “If you cannot answer my questions honestly, I cannot help you.”?

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