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The One Thing More Important to Sales Than Having the Right Answers

questions

Physicist Albert Einstein may not be the first person who comes to mind when trying to close a deal, but have you contemplated how his strategy for problem-solving can be used to boost your own performance as a sales professional? As Phil explains in a recent column for Builder and Developer, Einstein’s insight about asking the right questions perfectly applies to new home sales. Read an excerpt below:

“Mastermind Albert Einstein said, ‘If I had an hour to solve a problem, and my life depended on the solution, I would spend the first 55 minutes determining the proper question to ask, for once I know the proper question, I could solve the problem in less than 5 minutes.’

I wonder what would happen if we adopted Einstein’s idea to new home sales. What would happen if we spent just as much time, effort, and energy preparing to ask the right questions? Giving forethought and planning on what questions to ask will catapult your success as you understand your customer’s true mission on how they want to improve their life.”

To learn more about which questions have the power to make a potential buyer feel valued and propel the sale forward, CLICK HERE.

Here’s to earning what you’re worth!

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PHIL MCSHAN LOVES INVESTING IN PEOPLE—A PERFECT FIT FOR HIS ROLE. With 15 years experience in sales, consulting and training, Phil brings a wealth of knowledge and experience to the team. Phil’s authentic speaking approach has earned him a reputation for being easy to listen to. He always strives to make his training relevant, real and applicable.
Phil is especially passionate about the Forrest PG philosophy that, “Our beliefs have more to do with our success than our abilities and the it’s coaching along the way makes all the difference.” He loves being one such difference maker.

FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.

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