TSEP All You Have To Do Is Ask, with Dr. Wayne Baker

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In this The Sales Experience Podcast, we have asking expert Dr. Wayne Baker to discuss helping prospects by asking questions to understand their wants and needs. Some topics include how to build an authentic relationship, how honesty helps to build a positive impact, and why you should follow up a rejection in your sales transaction.

Listen to Part 1

  • Ask prospects for their requests 
  • Difference between giver and requestor
  • Building an authentic relationship followed by goals and resources
  • Doctor analogy to uncover needs and solution
  • Relationship vs a transaction in a sales process
[E227] All You Have To Do Is Ask, with Dr. Wayne Baker (Part 1)

Listen to Part 2

  • Clear mindset to ask questions
  • Importance of asking why
  • Positive impact in honesty
  • Long term impact of reputation
[E228] All You Have To Do Is Ask, with Dr. Wayne Baker (Part 2)

Listen to Part 3

  • Follow up a rejection to know WHY they say ’no’
  • Every ‘no’ is a lesson
  • Use empathy rather than manipulation
  • Successful determined by persuading authentically
[E229] All You Have To Do Is Ask, with Dr. Wayne Baker (Part 3)
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