The clarification question asks for a workable, in-depth definition of a specific phrase that's important to him or her. The consequence question, highlights the consequence of your prospect's doing nothing and ignoring the resources you offer. Titan salespeople use questions to highlight the consequences the customer faces by not accepting their recommendations. Find out what will happen if the person doesn't take advantage of your solution. It's in direct response to the answer you just received.
Top producers get better at it and get ahead of the game.
Inc. This article is excerpted from Karr's Titan Principle . The Number One Secret to Sales Success. Ron Karr is a professional speaker, consultant, trainer and author who specializes in helping organizations to dominate their marketplace and assisting individuals to get closer to the people they serve. Ron's Titan Principle has generated tremendous results for his clients in the areas of sales, negotiations and customer service.