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Okay, I got to admit something to you. At one point in my sales career I thought I was a psychic! Well, not exactly, let me explain further. As a new seller I always assumed and tried to predict what I thought my prospects were thinking or going to do. As a result, I lost a lot of money and wasted tons of time. If you are experiencing these “psychic” problems, I want to help you over come it and make more money. Here are some of the takeaways from this episode.

1. DON’T assume! You are a professional seller, not a psychic!
2. Ask specific questions that probes and reveal the reality and not vague assumptions.
   • Ex. “No two organizations are alike, can you explain to me what your “take it to the board” process is like exactly?
3. Keep asking them to tell you “what happens next?” Keep going till you get to the root of the situation and have a crystal clear understanding of what is to come.
4. When you get vague answers from prospects, if you feel that they are going to get offended that you are probing, try adding a softener before your questions. Something like “If you don’t mind me asking”… or “Just so that I understand”…Try them, they are fun!

Here are a few common unclear comments that I hear from prospects, where probing questions can be used.

• The project is on hold…
• This is not the right timing…
• We have to wait for it to go to the board…
• We have to get our lawyer to review the contract…
• Call me back in 6 months and we will have a better idea…

You get the picture. Well, listen to the episode and hear my personal story in details.

MUSIC PROVIDED BY FREESFX

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