New York, NY, May 18, 2005 --(PR.com
)-- According to a recently completed four-year research study into effective sales performance, salespeople typically spend too much time pitching and not enough timing asking the right questions so that they can discover their prospects’ real objections – as well as the emotional hot buttons they’ll need to press to get their prospects to buy.
The study reveals that top salespeople know how to ask the right questions to: (1) get prospects curious; (2) successfully handle sales objections; and (3) lead prospects to close the sale quickly.
A 47-page excerpt of the results of the study titled The 7 Deadly Sins of Selling is available free at www.7SellingSins.com.
The study was conducted in conjunction with the not-for-profit, Sales Career Training Institute (www.SalesCareerTraining.com), which enabled the researchers to observe over 14,000 sales calls and question buyers regarding their reactions to different sales techniques. In addition to interviews, the researchers conducted a series of 27 surveys over a three-year period to explore how to increase success in sales.
“We have two ears and one mouth, but somehow we salespeople always seem to end up talking more than we listen. Interestingly, a high percentage of salespeople believe that they have a consultative selling style, yet buyers that we interviewed overwhelmingly complain that sellers don’t listen enough to their specific needs,” says Paul Borgese, chief researcher and author of the book, FEAR Selling.
Borgese says, “We at The FEAR Marketing Group have observed some of the top salespeople across a wide variety of industries and have culled out the 18 most powerful questions that these producers ask again and again, which enable them to sell more and sell faster.”
Select results of the study also are available free when you subscribe to the FEAR Selling Newsletter at www.FEARSellingNewsletter.com.
The complete results of the study have been published as a 294-page electronic book titled FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs. The book, which is available at www.FEARSelling.com, includes over 168 field-tested sales techniques that have been tested across a wide variety of industries.
About The FEAR Marketing Group
The FEAR Marketing Group LLC (www.FEARMarketing.com) is a global consulting/training firm focused on sales strategies and online marketing techniques that have measurable returns-on-investment.
Contact: Paul Borgese, President, The FEAR Marketing Group, +1-201-533-9282 or paul@FEARMarketing.com.
To find out more about Sales & Marketing Expert, Paul Borgese, visit: