Asking Questions The Sandler Way: Or: Good Questions Why Do you Ask?

  • 7h 13m 41s
  • Antonio Garrido, David Mattson
  • Gildan Media
  • 2020

When does the sales process really begin? Some say that sales starts at the very first "hello". Everything before that first critical opening word, these people say, is marketing; everything after that is sales. Others say that the real work of sales doesn't begin till the prospect first says, "No". "Otherwise", they insist, "it's just order-taking".

Antonio Garrido's Asking Questions the Sandler Way rejects both of those answers. It holds that selling begins when you start asking good questions. This audiobook is about asking the right questions, so that both the seller and the buyer discover the right solution as efficiently and as effectively as possible - even if they discover that the right solution right now is for the prospect to buy from the competition. Although that may be an unconventional selling standard, it's a powerful and extremely effective one.

This audiobook is about not looking, sounding, or thinking like the average salesperson. It's about keeping barriers down and communication lines open. It's about getting to the right solution, faster, more efficiently, and with less stress. It's about asking the right questions, in the right way, at the right time, for the right reason. It's about asking questions the Sandler way.

In this Audiobook

  • Chapter 1 - The Magic of Questions
  • Chapter 2 - Introduction to Sandler
  • Chapter 3 - Walking Through the Submarine
  • Chapter 4 - Can We Agree to Disagree?
  • Chapter 5 - What are You Trying to Say?
  • Chapter 6 - When They Zig, You Zag
  • Chapter 7 - You Have Your Prospect's Attention—Now What?
  • Chapter 8 - You Scratch My Back, I'll Scratch Yours
  • Chapter 9 - It's a Two-Way Street
  • Chapter 10 - How to Answer Questions with More Questions
  • Chapter 11 - From Knowing to Owning
  • Chapter 12 - Qualify, Qualify, Qualify
  • Chapter 13 - The Universal Yes
  • Chapter 14 - Good Questions Lead to Good Answers
  • Chapter 15 - “How Much Time Will We Need?”—Questioning Master Class
  • Chapter 16 - The Anatomy of a Sales Call