How to Increase Sales Now by Asking Selling Questions by Donna L. Cohen www.relateselling.com
How to Increase Sales Now by Asking Selling Questions
By Donna L. Cohen, Author of Selling Book -" Go Big or Stay Home" Buy it at www.relateselling.com
In selling situations, the problem the prospect brings you is rarely the actual issue or concern. Your job as the salesperson (i.e. - problem solver) is to uncover the problems and identify the real issues. By spending the time upfront, asking intelligent questions you'll be able to provide real value to the client down the road. And, if you discover there's nothing for you to help with, move on.
The key is to slow down early in the process to ask the questions necessary to gain understanding and insight. What's your rush? Before plunging in, determine if the prospect is trying to fulfill a vision or solve a problem. Prospects will be more motivated to buy if they have a problem to eliminate rather than a long-term vision to realize.
But even if the prospect starts out talking about "vision," if you ask the right questions, you'll uncover the obstacle that's preventing the vision from being realized. For example, if their vision is, "I want to increase market share by 20 percent," you can quickly get to the problem by asking, "What happens if you don't achieve a 20 percent increase in market share?" Your job is to help prospects discover the real problem and see the solution, and then help them understand the consequences if they fail to act.
I have a system for asking questions that covers ground quickly in a logical sequence. This questioning methodology is called COGS™, C=Current situation questions, O=Objectives questions, G=Gap questions and S=Solution questions. Here are some examples.
C= CURRENT SITUATION QUESTIONS
"What are you currently doing to increase market share?
"How is that working for you? What other options have you explored?"
"What have you seen that you felt would not work for you?"

When a prospect makes a statement about his current situation (i.e. We're in a highly competitive marketplace"… continue to ask a series of questions from general to specific—from intellectual to emotional (I call it "peeling the onion") to gain insights into the situation.
"Tell me more about that..."
"In your opinion, what are the reasons for that?"
"What happens if the trend continues along this path?"/What happens if you stay status quo?
"What are the consequences for the company?"
"What are the consequences for you personally?"
That last one? That's the real issue—probably won't get the annual bonus, promotion, or might even lose the job! The personal impact is what will prompt someone to change. These questions and more are in the RELATE Selling Book, "GO BIG or Stay Home!" available at www.relateselling.com
Fine Tuning Current Situation Questions
Questions to a VP of Marketing regarding advertising (based on knowing that his company is focused on increasing market share) might be:
"What level of interest do you have in reaching new/additional markets?
"How do you measure success in your advertising campaigns?"
"What are you doing that seems to be effective in gaining market share?
"How long have you been looking into new ways to capture additional sales?"
"How serious would you say the problem is today (on a scale of 1 = 10 with 10 being the most serious)?"
If the prospect answers on the low end of the scale, your reply could be:
"Perhaps it is not a priority?"
Or...
"It sounds as though you're happy with your current level of sales…and the costs associated with getting those results...or am I totally off base on that?"
If the prospect's answer is, "Not exactly," you have an opening to ask...
"How might you see our solution working for you?"
...which could lead to being able to say:
"So, may I ask what you think not having a web-based ordering process might be costing you (in round numbers)?"
Follow up with questions like these:
O= OBJECTIVES QUESTIONS
"What are your departmental goals and objectives around enhancing customer relationships for the upcoming year?"
"Who else (other departments and/or individuals) is impacted by these objectives not being met?"
"What, if anything, is preventing you from achieving these objectives?"
G= GAP QUESTIONS (The "gap" is the difference between where they are and where they need to be to achieve their objectives.)
"What are the consequences if you stay status quo?"
"Suppose this project fails?"
"Suppose it is hugely successful?"
"How would it impact you personally?"
"In round numbers, what is this challenge now costing you on an annual basis?"

S= SOLUTION QUESTIONS
"What solution do you envision to reduce costs (improve productivity, enhance sales follow up, improve marketing and service, and increase organizational efficiency)?"
"What do you picture as some possible options?"
"How, specifically, would you define success?"
"What would be "satisfactory" improvement? What would be exceptional improvement?"
Ask Appropriate Questions for the Position you're Calling on
These questions and more are in the RELATE Selling Book, "GO BIG or Stay Home!" available at www.relateselling.com
Of course, depending on the level you are calling on, the questions will range from big picture and visionary (what are your plans for addressing increasing competitive pressures in your industry?) to more tactical the lower in the organizational structure you go. Your understanding of the concerns of individuals at certain levels can help you plan appropriate questions. The higher you call in an organization, the more visionary that individual will be. So, assuming you are starting at the CxO level, you might start with:
"What are the two biggest challenges facing your industry?"
"What do you see as opportunities for your industry in the next 5-10 years?"
"From your perspective, what is the most exciting future market for your company?
"How are you planning to increase shareholder value?"

Then begin to peel the onion (i.e. dig deeper for understanding, meaning and clarity.).
"Tell me more..."
"Can you be specific?"
"Could you give me an example?"
(Remember….you're just having a conversation!)
"Usually when I talk with CEOs they have concerns with: shareholder value (future market opportunities, marketplace or industry trends). Which one of these concerns are you dealing with?"
Other open-ended questions:
"What we hear occurs often in your industry is _____"
"What's been your experience?"
Remember, asking good questions trumps answering questions any day.
If you have questions about the information in this articel drop me an email at donnac@performanceinsightsllc.com.
If you have any questions that you use in a sales call send them along to : donnac@performanceinsightsllc.com
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Donna L. Cohen is president of Performance Insights, LLC, a sales training and consulting company in Greenwood Village, Colorado. She is the author of the new book, GO BIG…or Stay Home! Exploding Your Sales Potential and Achieving Your Financial Dreams. www.performanceinsightsllc.com


Continuing Your Education When You're Self Employed
Copyright 2006 Kelly Robbins
How does the self-employed stay on "the cutting edge"? How do you keep yourself trained on the latest and greatest? Not only does the self-employed individual need to train themselves on their industry, regardless of whether it's real estate, construction, or architecture, they also need to stay knowledgeable about business models and trends as well.
But where can you go to get continuing education? I'm not talking about getting a degree here. Us self-employed folks don't have time for that. However, not having the luxury of a corporate office to reimburse you can be expensive, and may make continuing education prohibitive for many people. When I worked in corporate America I was paid to attend classes, not to mention the training I received from the company itself.
The costs of training myself are doubled because I am self-employed. I first have to pay for the training, and second I can't work when I'm being trained so I lose money there too.
Licensing requirements call for continued training in certain industries, like real estate. So many annual hours of continuing education are mandatory to retain licensing. Me, I just want to provide the best I can for my customers. And in order to give customers the best of me, I need to know what is going on in my industry. And that involves constant training. What are some options that don't require a large amount of my time and money, but allow me to continue my education?
Industry Accreditation.
Many industries have their own accreditation programs. These are usually industry specific and specialized to a particular association...everything ranging from marketing to landscape contracting. Depending on the accreditation, it may be that only others in your industry recognize the accomplishment of achieving the accreditation, but if continuing your education is at the forefront of your mind, this may be the best place to start. The cost will vary from industry to industry, but is generally less time and money than a degree from a university.
Association meetings.
Less formal than accreditation, industry associations have monthly meetings and seminars, oftentimes with speakers from around the country that can train you in their areas of expertise. Attending these meetings is also a great opportunity for you to network and co-mingle with others in your field. Attending national conferences, even if they are out of town, can be worth the lost income if the speakers are relevant to your field. Many industry associations also publish monthly newsletters or magazines that provide you with in-depth articles on topics related to your field.
Attend Chamber of Commerce meetings/seminars.
Chamber of Commerce meetings allow you to keep up on business related topics, ones that aren't necessarily related to your specific field but are needed to run your business. Usually you can attend seminars during your lunch hour or at a breakfast meeting before work, so the loss of income is negligible. I find attending Chamber of Commerce meetings a great way to learn a little bit about a new topic, without having to outlay a large amount of my time or money. If interested, you can talk to the speaker about their topic in greater detail later.
Vendor training.
Another great way to keep you up to date on what's new in the industry. The data provided by the vendor may be skewed to suit their individual needs, but you can still see what is out there, keep on top of trends, and perhaps see what is coming in the future. All of which allows you to better serve your customers, and keep yourself educated on your industry.
Participate in e-mail discussion lists.
One of the most difficult things about working alone is that there is no one sitting next to you to ask a question, or get feedback on an idea. Having an e-mail discussion list you can turn to for help is invaluable. Most are free, or have a nominal charge to join. However, one big disadvantage is that you have to listen to everybody else banter on about topics that may not interest you. But in my opinion the advantages far outweigh the disadvantages when you are in a jam and have no one to turn to for help. Plus, you may learn a thing or two by listening to everyone else's problems.
Reading general business books.
In addition to books in your field, knowing where you can go to ask questions and get answers and keeping yourself ahead of your competitors is a key to being successful when you are self-employed. Always be on the lookout for an opportunity to learn something about your industry without forking out a lot of dough! You never know where you may find it.

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About the Author: Author of Healthcare Copywriting Secrets Revealed and The Healthcare Copywriters Toolkit, Kelly Robbins is a healthcare copywriter and marketing coach/consultant. She also publishes The Healthcare Marketing Connection (http://www.healthcaremarketingconnection.com), a free e-zine on healthcare marketing tips. Contact Kelly to receive her free report, "5 critical things you must know when writing for the healthcare industry" — info@KellyRobbinsLLC.com or 303-460-0285.


Dancing with the Stars: Breakdown of Remaining Couples
Dancing with the Stars has become one of the biggest guilty pleasures ever to hit the small screen. A surprise hit for ABC two summers ago, Dancing with the Stars has become oone of ABC's highest rated shows. The celebrities on this season are diverse and look like a group ready to put on another entertaining season. Here is an analysis of who I consider to be this year's top nine contenders for the Dancing with the Stars crown.
Jerry Springer & Kym Johnson
At the ripe old age of 62, Springer looks like he'll be the next Star eliminated from the program. This is unfortunate, because Springer has proven himself to be quite a delightful fellow, unafraid to be self-deprecating, but also giving the dances his all where so many in his situation might have made a mockery of it.
Odds of Winning: 4,374,492,550 to 1
Emmitt Smith & Cheryl Burke
Emmitt, who has to be on bad knees at this point, is doing a more than admirable job in his stint on Dancing with the Stars. Had he entered this contest ten years ago, he may have been the front runner, but it seems his flexibility is gone, which is what happens when you're pulverized by 300-pound linebackers for fifteen years. Regardless, his dances have style and I hope he stays on for a little while longer.
Odds of Winning: 60 to 1
Harry Hamlin & Ashly DelGrosso
Here's the problem with Harry Hamlin: he's taking himself WAY too seriously. It's Dancing with the Stars, Harry. The show is silly by nature. However, Harry seems to go into every dance like a method actor preparing for their biggest movie role. He dances okay, but the TV viewers love someone able to poke fun at themselves. Harry's not that person.
Odds of Winning: 40 to 1
Monique Coleman & Louis van Amstel
You'd think that Monique would be one of the better performers on Dancing with the Stars; she's not. Monique seems like a nice girl, but the lack of true dancing ability is going to catch up with her sooner rather than later. Maybe if Monique's light switch suddenly goes on and she figures dancing out, she'll have a shot. But that's unlikely.
Odds of Winning: 25 to 1
Sara Evans & Tony Dovolani
On the last episode of Dancing with the Stars, Sara Evans performed my favorite dance of the night; a jive to "These Boots were made for Walkin'". So, why don't I have her closer to the top? That dance's allure was largely attributed to the choreography. Sure, she performed very well, but so could most anybody. Sara is a likable presence, and a game dancer, but she has little shot of winning.
Odds of Winning: 18 to 1
Vivica A. Fox & Nick Kosovich
What Vivica lacks in technical ability, she makes up for in style. The true dark horse on Dancing with the Stars, Vivica A. Fox has always had attitude in her film roles, and this spark comes through in her dancing. The most encouraging part of her performances thus far has been her steady improvement week to week. If she keeps this up, who knows how good she'll be by the end of the season.
Odds of Winning: 10 to 1
Willa Ford & Maksim Chmerkovskiy
Willa Ford is the token Really Hot Chick on this season of Dancing with the Stars, and she doesn't mind flaunting it. Willa isn't the most polished of dancers but, as the judges have stated, she may have the most raw ability of anyone on the show. If she can reach something close to her ultimate potential by the final few weeks, she may be able to pull an upset.
Odds of Winning: 7-1
Joey Lawrence & Edyta Sliwinska
Joey Lawrence has shown that he can dance. This much is obvious. He has also shown a propensity to break the rules of the different dances, which the judges have chided him for. In most seasons of Dancing with the Stars, Joey might have been the runaway favorite. He only has one problem; he's exactly like Mario Lopez, except worse.
Odds of Winning: 4-1
Mario Lopez & Karina Smirnoff
Mario Lopez is a ringer. Although he says he had never danced before, it has become clear that while growing up, Lopez was an avid student of dance. But who cares? He has been dynamic and flashy, with a rare amount of technical expertise for a (supposed) amateur. The only thing standing in the way of Mario Lopez winning Dancing with the Stars is himself: once he stops breaking the rules, he should easily come out of this season as the victor.
Odds of Winning: 3-2
-Oscar Dahl/BuddyTV

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