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August 2, 2019 18 min

In Episode 4. of
Close the Deal Without Selling...

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Basic Ingredients of the Yes Formula™ 

(Pg. 268-272)

  • R&R
  • CAN
  • MBA
  • OEQ
  • In addition ...

  • Learn an effective way to handle Problem Clients (Pg. 51)
  • Encounter your first set of open-ended, diagnostic questions to use in your sales interviews (Pg. 175)
  • Your First Batch of OEQ's

    Here a few of the diagnostic open-ended questions you’ll use in your sales interview.

    Memorize these questions. Use them.

    Come up with your own business specific OEQ's.

    Remember ... Think like a Doctor.

  • What do you want?
  • What’s stopping you from getting it?
  • What were you hoping I might be able to do for you?
  • What would happen if you do nothing?
  • What would happen if you keep doing what you’re doing?
  • What seems to be the real problem here?
  • How serious is the situation?
  • If you could go back to when you started this project, what would you do differently?
  • What’s one thing you really don’t like about the way things are currently going?
  • What’s the one thing you would change immediately?
  • When did you first realize that you needed to do things differently?
  • How long have you been considering doing something about this?
  • What’s all this costing you?
  • How important is it for you to find a better way to handle this?
  • What has this situation caused you to sacrifice?
  • What are you doing to resolve this?
  • What would you like me to do next?
  • What’s the biggest challenge you’re facing right now?
  • What steps are you following to accomplish X? How’s it working?
  • _________________________________

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