In this Episode of Close the Deal Without Selling
Hosted by Communications & Sales Innovator, Ike Krieger
Q. Qualify - Setting the ground rules for the sale
U. Uncovering your prospect’s problem
I. Investment - Is there money to solve the problem?
C. Capability - Can they spend money to solve the problem?
K. Knowledge - Learn your prospect’s reasons for buying
The person doing the talking is usually the one who’s perceived as controlling the communication. Just the opposite is true. The one who listens and asks questions controls the communication. The one doing the talking usually dominates the communication.
Some notes from Episode 6:The Public Speaking Model
Before we dissect the Before and After Scenarios of Ep. 5 it’s important to your success with the entire system that you be an effective listener.
Author Stephen Covey says, “Most people don’t listen with an intent to understand. Most people listen with an intent to reply.”
Here’s another quote by someone a bit less well known, Wilson Mizner, and for the purposes of our system and the purpose of active listening… he nails it. "A good listener is not only popular everywhere, but after a while he knows something."
We’ll probably never find out where along the line the name of the author of this next piece got lost, but you’ll find that this poem, apparently written in the late 20th century, hits home on the psychological, the communication, and the human level. It will be interesting to find out what you get from the following, appropriately titled:Listen
When I ask you to listen to me and you start giving advice, You have not done what I asked.
When I ask you to listen to me and you begin to tell me why I shouldn’t feel that way, you’re trampling on my feelings.
When I ask you to listen to me and you feel you have to do something to solve my problems, you have failed me, strange as that may seem.
All I ask is that you listen, not talk or do. Just hear me.
Advice is cheap: 25 cents will get you both Dear Abby and Billy Graham in the same newspaper.
And I can do things for myself; I am not helpless.
Maybe discouraged and faltering, maybe lonely and isolated and grieving and searching, but not helpless.
When you do something for me that I can do, and need to do, for myself, you contribute to my fear and to my weakness.
But when you accept, as a simple fact, that I do feel what I feel, no matter how irrational, then I can quit trying to convince you, and you can get about the business of understanding what’s behind this irrational feeling.
And when that’s clear, the answers are obvious, and I don’t need advice.
Perhaps that’s why prayer works, sometimes, for some people, because THEIR God is mute and doesn’t try to give advice or try to fix things.
He just listens, and lets you work it out for yourself.
So please listen and just hear me.
And if you want to talk, wait a minute for your turn.
And I’ll listen to you.
THE PRELUDE to The YES FormulaTM
The Prelude provides the first set of Mutually Beneficial Agreements (M.B.A.) in the Q. section of the Yes Formula.
Remember... the Q section only establishes the ground rules of QUICK. It is not the actual sales exam portion of the system.
Memorize the following.
“My company prefers me to give my presentation as soon as possible. But sometimes that's premature because I really don't have enough information to know what to focus on. So, if it’s OK, I have a few questions I’d like to ask and you might have some to ask of me--- and based on my experience, within the next few minutes we’ll know whether there is a reason to move forward or not. Is that an OK way to start?”
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