Article: At the end of the day, you will not be able to push your prospects into the sale. Countless salespeople think that their product is the answer to their prospect's problem, and they push and push and push to show their prospect that they have the answer. But people resist, especially when you push too hard. That's why you must not only ask the right questions to find out about your prospects' problems, but also to make your prospect aware of the consequences of their actions or, more powerfully, their inaction. Make them consider what could happen to them if they don't buy your product. Making people realize what could happen if they don't act drives action by turning the want for a change to a need for one. Build up the significance and seriousness of the problem in your favor. For example, try asking: If you don't solve this problem, what difficulties will you face in the future? Are you still able to meet your goals if you don't fix this issue? Just like a psychiatrist, your job is to get your prospect to open up and tell you what is on their mind. To do this, you must ask open-ended questions, that is, questions that require them to respond with a relatively complex answer rather than a simple yes or no. Remember, you want to get them talking. Closed questions, which allow your prospect to answer you with a yes or a no, don't get them to open up. Open-ended questions do. There are many types of effective question formats, but when in doubt, rely on the open-ended questions called trigger questions. Here are some examples of basic Trigger Questions: Can you tell me more about it? Can you be more specific? Can you give me an example? More specific trigger questions might be: What, specifically, is holding you back from your growth goals? Why did you agree to meet today? What is wrong with your current provider?" Another type of question allows you to test the waters and determine what your prospect is thinking is the floater question. Floater questions enable you to ask hypothetical what-if questions that may help you to ask what might otherwise be uncomfortable questions to your prospects. Here are some examples of floater questions that the top salespeople use: Let's say ____, then what happens next? Let's pretend ________ then would you? If I could get my colleagues to ..., do you think you could get your colleagues to? What would you say if? What would you do if? Would you buy today if? Again, what you are doing is feeling your prospect out by putting them in a hypothetical situation. They will give you at least some idea of how much they are willing to spend, or what is important in the negotiation for them, or how close to buying they are. Adjust your own use of technical vocabulary to the person you are speaking to. For example, speak with authority to an industry veteran by peppering in technical jargon from his field as you ask your questions. Of course, the jargon must be used correctly and in the right places. In contrast, when speaking to a novice or a retail customer, you should make your questions as easy to understand and straightforward as possible. Start with a broad field of discussion and then slowly work your way down to specific problems and your ability to solve them. This approach eases your customer's mind because they are able to easily answer the first questions. For example, try starting with something like, "Can you tell me a bit about your business?" From here, work your way to narrower and narrower focuses until you reach the question most relevant to your proposed solution, such as, "What is the impact of inventory shrinkage on your profit margin?"
Question: What is a summary of what this article is about?
Make your prospects aware of the consequences of their action or inaction. Use trigger questions. Ask floater questions. Speak their language. Narrow your questions over time.
Article: Check the box or choose "double-sided printing" from the drop down menu of your printer settings each time you print a long document. In manual duplex printing, Microsoft Word prints every other page on the first side of the sheet, and then you reinsert the paper to print even numbered pages on the back side of the paper. " Save your settings. Print the document. Microsoft Word will prompt you to reinsert the pages to print on the opposite side.
Question: What is a summary of what this article is about?
Print using the normal printer settings, if your printer supports duplex printing. Set manual duplex printing, if the automatic setting does not pop up, but your manual says you can default duplex printing. Go to the Print dialog box under the Printer application. Scroll through the options and choose "Manual Duplex. Return to your document.
Article: Fill a bowl with equal parts water and white vinegar. Put the bowl in the microwave for three minutes on high. Leave the microwave door shut for a few minutes after the steam, then take out the bowl. Rub the interior of the microwave with a clean towel or cloth. Vinegar is a powerful cleaning agent, and the steam should have eliminated the smell of the burnt popcorn. Vinegar will leave a vinegary scent behind that will dissipate after a couple days. If the steam-treatment doesn't work, you may want to be more direct with the vinegar treatment. Pour about half a tablespoon of vinegar and a teaspoon of baking soda on a damp sponge. Heat the sponge in the microwave for 20-30 seconds, and then scrub the inside of the microwave with the sponge. A scrub brush is a more aggressive tool than a sponge, and its bristles may be able to get into the nooks and crannies that a sponge can't. Dip the scrub brush into the water-vinegar mixture, then scrub the inside of the microwave.
Question: What is a summary of what this article is about?
Do a steam-clean process with vinegar. Pour vinegar and baking soda on a sponge and clean the microwave. Use a scrub brush.