Don’t Ask ‘If...?', Ask ‘Which...?'

The Reality is Sales Training

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This is the most underused question in sales. Unlock the secret to improving your sales with the subtle, yet impactful, 'power of choice' strategy.
Join Bob Morrell and Jeremy Blake as they reveal how offering options can shift the customer's mindset from a passive observer to an active decision-maker. Ever been trapped by the 'yes or no' approach? We'll show you how flipping the script from 'if' to 'which' not only empowers your customers but improves conversion rate. Jeremy illustrates this with tales from his waiter days, where the 'power of which' dramatically increased his tips!
This episode isn't just about theory; it's a practical guide to honing your sales technique across a spectrum of scenarios. We discuss the critical importance of having a well-thought-out product range and how failing to present it effectively can lead to missed opportunities and lost sales. It's a candid chat about the mistakes salespeople often make and the tricks to avoid them. And for managers eager to sharpen their team's edge, there's a treasure trove of insights to take back to the sales team. Another of Elmer Wheeler’s gems, this tip is handy for every type of sales, retail, telephone and business.
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