{"product_id":"outsell-the-guaranteed-competitive-advantage-for-your-sales-team","title":"Outsell by Bill Burnett","description":"\u003ch1\u003eOutsell: The Guaranteed Competitive Advantage For Your Sales Team by Bill Burnett\u003c\/h1\u003e\n\u003cp\u003eHow does deliberately increasing the amount of pain a patient feels in a colonoscopy lead to more effective sales to prospective clients?\u003c\/p\u003e\n\u003cp\u003eThe best salespeople ask questions. When I ask why, they respond with three primary reasons:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eTo qualify the prospect\u003c\/li\u003e\n\u003cli\u003eTo find the prospect’s pain\u003c\/li\u003e\n\u003cli\u003eTo get to know the prospect\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eWhen I ask for examples, all their questions share a common objective. They’re information-gathering questions. Information gathering is important in a sales call. However, questions can serve dual-purposes. Recent science tells us that they can be powerful tools of influence. That is what I focus on in this monograph. How can questions, and their answers, influence the prospect’s choice?\u003c\/p\u003e\n\u003cp\u003eIn \u003cem\u003eOutsell\u003c\/em\u003e, you will learn about three specific types of questions that influence:\u003c\/p\u003e\n\u003col\u003e\n\u003cli\u003eIntent Questions\u003c\/li\u003e\n\u003cli\u003eCounterfactual Hypothetical Questions\u003c\/li\u003e\n\u003cli\u003ePeak\/End Questions\u003c\/li\u003e\n\u003c\/ol\u003e\n\u003cp\u003eYou’ll understand why they work, what makes them powerful, and how to construct and use them. And, yes, you’ll get the answer to the colonoscopy question.\u003c\/p\u003e","brand":"Bust-Down Books","offers":[{"title":"Default Title","offer_id":50306353037627,"sku":"1986232743","price":18.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0855\/2077\/7531\/files\/9781986232746.jpg?v=1767931027","url":"https:\/\/bustdownbooks.com\/products\/outsell-the-guaranteed-competitive-advantage-for-your-sales-team","provider":"Bust-Down Books","version":"1.0","type":"link"}