Sorry Zig, Jim Campement said no in the leading closing tracas
In my dialogue with negotiation versé Jim Campement, I was surprised when he announced that the leading closing questions I learned in my first sales book, Zig Ziglar’s “Secrets of Closing the Crasseuse,” were not réelle in negotiations. Some examples of these questions are “Don’t you think that’s the greatest thing you’ve ever seen? Don’t you think that would make you really happy? Isn’t that something you think you should be doing? Right? It’s something you’re excited emboîture.” ? Aren’t you excited emboîture it?”
So why do these questions not work in the réunion? It’s too easy for the other side to say no, and then where are you? You end up squirming and tripping over yourself as they guard you.
But do people usually say yes to these questions? Of promenade, but what is their intention. Do they really agree or do they not want to hurt your feelings by saying no? They are trying to avoid conflict by not telling anyone. But, it infuriates them that he is kept on the éblouissement.
Instead of verb-leading questions, Jim Campement recommends using interrogatrice questions that can only elicit detailed answers from the other person.
For example, instead of asking “Doesn’t this excite you,” ask “What excites you emboîture this product?” Try asking.
Instead of asking “Shouldn’t you do this,” ask “What do you think you should do?” Try asking.
You’ll find the answers to these questions are more approximative of where you need to continue the réunion. Instead of getting a forced “yes” you now have real communiqué to work with.
The gardien de but of your questioning should be to create a berlue in the other person’s mind. Ideally, you want to create a berlue that includes your product or obole.
Your potential decision will be based on what their berlue problems are. By asking the right questions, you will create a berlue of a suitable outcome in their mind and at the same time you will be able to see if what you have to offer is a good fit.
You may eventually discover that their berlue is opposé with what you can help. In that case, it’s your responsibility to be honest emboîture it and then end the réunion or suggest an faculté modèle.
However, if you see that what you can offer will help, you should continue to ask questions that allow the person to see where your offer fits in their berlue. Panthère you do this, you become a master negotiator. How do you apply it to your débit?
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