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Turn Up The Heat

If he had a long enough lever and a place to put the fulcrum Cheap Jerseys , the Greek mathematician Archimedes said, he could move the world. "Leverage questions" offer that kind of power to salespeople. These are open-ended questions designed to uncover the hot-button emotional issues that actually drive a customer's buying decision. What key benefits do buyers want to gain by making the purchase, either for their companies or, more critically Wholesale New NFL Jerseys , for themselves?

In other words, leverage questions are queries that allow the salesperson to find out, from the buyer's perspective, "What's really in it for me?" This tells the salesperson which needs are most critical to address when presenting product features and benefits. What's more Wholesale NFL Jerseys Cheap , by clarifying the actual stakes of the decision in the customer's mind, leverage questions serve to "turn up the emotional heat," making the expected gains even more desirable to the buyer.

Leverage questions turn up the heat by clarifying what's at stake for the buyer, not just the seller.

As you ask open-ended questions to investigate a customer's needs Wholesale NFL Jerseys Online , you will come upon some needs that seem to have a particular urgency. Whenever you suspect this is the case, ask a leverage question to confirm your hunch and clarify the situation. Examples of leverage questions: "How has this problem affected your company?" "How has it affected you, personally?" "What are the consequences if the problem continues?" "How are your customers affected?" "What opportunities does this situation represent for the company and for you?" Good leverage questions identify what's at stake for the buyer's company, but the very best ones aim at discovering the customer's personal hot buttons. Unless the buyer owns the company Wholesale NFL Jerseys Free Shipping , boosting productivity or decreasing waste are not gut issues. Here's a gut issue: "How will I be better off if I bring this solution to my employer? Will I look like a genius? Will I get a promotion? A bonus? Some recognition I crave?"

By clarifying what's really at stake with a business problem or opportunity, leverage questions increase the customer's desire for a solution. And they let the salesperson know how to present a product as the right solution to the right issues.

In The Field:

Leverage questions offer the highest payoff when they are used in the context of a full-scale sales strategy - a strategy that tells you how to build up to asking such questions and what to do with the information after you've uncovered it. That's what Action Selling Sales Training Workshops teach.

The national sales director of retail-photocopy giant Kinko's puts it this way: "By learning to sell via the Action Selling sales skills process, our salespeople now know where they stand at every stage during a call and can proceed strategically. They are better able to manage a sales call from start to finish.

Grab those great property deals this Christmas Marketing Articles | January 13, 2010
The weeks leading up to the Christmas holidays are traditionally a quiet time for the housing market Wholesale NFL Jerseys From China , as would-be buyers and sellers settle in to count their pennies and make the best of what they have during the bleak midwinter.

But while most of the market slumbers its way through the festive season, those willing to go against the grain of conventional wisdom can take advantage of some excellent opportunities to invest in a new home at this time of year.

For first-time buyers and those on the lower rungs of the property ladder, it?s worth bearing in mind that the final weeks of 2009 represent the last chance to make the most of the Government?s money-saving ?Stamp Duty Holiday?.

Under this initiative, any home costing up to ￡175 Wholesale NFL Jerseys China ,000 remains exempt from the usual 1% stamp duty charge ? but only for completions taking place by December 31st, after which time the stamp duty-free threshold falls back down to its previous level of ￡125,000.

A top-end saving of ￡1,750 on the cost of moving to a new home may not seem like an awful lot Wholesale NFL Jerseys , but there?s not a home-buyer out there who would turn down such discount when it means shaving valuable pounds from their mortgage rate.

While the Stamp Duty Holiday is one good reason to buy before 2009 is out, you only have to look at the fluctuations in house prices over the past 12 months to discover another.

After a lull during the early part of the year, house prices have staged a steady recovery since summer and many analysts predict this rise will continue into 2010.

According to the Nationwide House Price Index, the value of the average home went up by more than ￡10 Wholesale Jerseys Cheap ,000 between April and October ? that?s an increase of nearly ￡1,700 every month. It doesn?t take a genius to work out that buyers who make their move now rather than resting on their laurels over Christmas are going to be the ones who reap the biggest benefits on their investments.

Quick moves?

But while it?s all very well extolling the virtues of making a quick move in the housing market, the best intentions of any aspiring home-buyer can count for nothing as soon as they put themselves at the mercy of the cumbersome mechanics of a slow-moving property chain.

That?s when buying a brand new home becomes a massive advantage, with housebuilders such as Taylor Wimpey Wholesale Jerseys Online , George Wimpey and Bryant Homes offering a wealth of incentives to make a speedy move incredibly straightforward.

For example, Taylor Wimpey?s part-exchange scheme lets movers with a home to sell instantly offload their existing property and receive its market value (the average of three independent valuations) off the purchase price of their brand new home.

Alternatively, the housebuilders can take away all the time-consuming hassle of selling a property on the open m. Cheap Jerseys Cheap Jerseys Wholesale Cheap Jerseys China Cheap Jerseys Free Shipping Cheap Sports Jerseys Cheap Authentic Jerseys Cheap Jerseys Cheap Jerseys China Wholesale Cheap Authentic NFL Jerseys Cheap NBA Jerseys Online