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Three Questions to Ask Your Prospect | Free Sales Training Program | Sales School
Summary
The video introduces Sales School with a focus on the importance of understanding a customer's problem effectively. It emphasizes the value of asking a series of three questions in the right order to uncover solutions and avoid common pitfalls in sales. By focusing on disarming prospects and tailoring solutions based on their preferences, sales professionals can increase their success in closing deals through a customer-centric approach.
Introduction to Sales School and Netsuite Sponsorship
Jordan Belfort introduces Sales School and mentions the sponsorship from Netsuite, emphasizing the challenges of running a business and the need to upgrade to Netsuite for better management.
The Importance of Asking the Right Questions in Sales
The speaker discusses the significance of asking a series of three questions in the right order to uncover the solution to a customer's problem effectively. He highlights the common mistake of bluntly extracting information from prospects and provides a more effective approach.
Disarming Prospects and Amplifying Pain Points
The chapter details a strategic approach to disarming prospects by first focusing on the positive aspects of their current solution before delving into the negatives. By amplifying the pain points, sales professionals can gain valuable insights and design tailored solutions.
Empowering Prospects Through Solution Design
The speaker explains how by understanding what prospects like and dislike about their current solution, sales professionals can empower them to design their ideal solution. This approach helps in effectively selling into the prospects' envisioned solution.
Closing Sales with Customer-Centric Solutions
The chapter concludes with a tip on closing sales by tailoring solutions based on the prospects' preferences and needs. By following this customer-centric approach, sales professionals can increase their chances of success in closing deals.