Hello, hello sales fellows fastest way to learn sales podcast number 70. Welcome to the show guys and girls. I'm your host sake bouffant and let's begin like every other show. We're going to share a quote with you first get our motivational levels high and followed by the main content of the show Once Again guys and girls, I'm sharing Brian Tracy's quote today, Brian Tracy a canadian-american motivational speaker and self-development author Brian. You know what heas written 70 books almost 70 books on these subjects including his most famous work eat that frog and the psychology of selling and Brian once said telling is not selling only asking questions is selling telling is not selling only asking questions is selling as you can tell by that quote from Brian that today's topic is about questions, which is in fact our key number five in selling asking subordinate questions. Just do get started the importance of questions in a sales presentation or any conversation is It's super high because the person who is asking the question is actually driving the conversation leading the conversation. See you are in charge. When you ask questions. Now, there are different type of questions closed-ended questions open-ended questions, and you know, you need to know when to ask which right if you're closing the sale or opening the sale of your in discovery mode such things and asking subordinate. Ian's is the main topic of the show. You're also going to learn about a presidential clothes from Zig Ziglar which is little bit funny as well. And I'm going to give you a 3 question clothes that you can use in any field that you're in effectively. Okay. So hang in here lots of value coming. So what is a subordinate question a subordinate question is any question the answer to which if positive means the Has bought if it is not positive. It does not mean that he or she has not bought just require more information and I'm going back to Zig Ziglar secrets of closing the sale book and in that book I read which was also interesting for me to share with you one of his his colleague used to use the subordinate question very effectively and he would ask his customers well, mr. Prospect. Have you sold yourself or should I tell you more so remember that he's not saying that if I sold you know, he's saying have you sold yourself? Right? Because remember we talked about this in the past that nobody wants to be sold, but everybody wants to buy so there's there is that difference this question. I believe is very powerful because if the answer comes yes, I am sold. Boom. Boom boom time to make that transaction happen, right? And if the answer comes know what can you tell me more about it? Boom sales? The one your game on guys right from that same book. I'm going to I'm going to share with you the presidential close that Zig Ziglar mentions and this is little bit funny story as well. So I hope I hope you find it find the humor behind it as well as the value, right Zig calls this the presidential close. So this is how the story goes Zig Ziglar was supposed to speak at a conference back in the day at Greenville, South Carolina during the week of October 11th through October 15th assign at the back of the lobby advice to Travelers to avoid traveling during these days as this was the textile week and the rooms usually wear pre-booked 12 to 18 months in advance of that textile week. Now chances of getting a room within that 15-mile radius of Greenville during that textile week was poopoo pretty slim. Okay, but Zig Ziglar being one of the best sales person in the history that what he was super good at. He walked into the holiday in the hotel that he wanted to stay and when I'm to the reception introduced and ask them for the room the lady at the reception ask do you have a reservation sir? He said yes. I booked one long time ago how long ago asked the receptionist. And ziggs response to that was three weeks ago. Three weeks ago now it was clear to the receptionist that mr. Ziegler does not have any reservation as they usually do not book anybody three weeks in advance the rooms are booked further further back in advance, right? So she got someone senior to speak with. Mr. Zig the senior Hotel representative was polite and said to Zeke, you know, I might as well tell you that usually I am the good news lady however tonight and that's where Zig interrupted her and said, Before you tell me that can I ask you a couple of questions? Once again the questions right? She said yes, please. Go ahead question. Number one that Zig asked. Do you consider yourself to be an honest lady? Sales rep the senior representative of that hood Holiday Inn, of course said, of course I do. Mr. Ziegler. Now question number two. He asked his like if the president of United States were to walk into that door and came up to you and said, I want a room for tonight now tell me the truth. Would you have one for him? She smiled and she said now, mr. Ziegler you and I both know that if president of the United States work to come in and ask for a room. I would have a room for him Ziggler's come back to that was okay, ma'am. You're an honest woman and I'm an honest man. You can take my word for it that the president of the United States is not going to walk through that door tonight and I'll take his room needless to say Zig slept in that hotel that night not because of what he told the receptionist or the staff at the hotel but because of what he He asked them write the questions that he asked now that is an example story of a subordinate question. I hope that you get the point behind that story. I personally find that really really intriguing and funny as well at the same time. But that makes sense. Right? He was very creative and asking the right set of questions. Now the another segment today that I want to I want to share with you is the three question close with that story of the presidential close. We understand the subordinate question and you know, it's just to get people to answer either. Yes. No or give you the feeling of have the bot or not. So let's dive into more. Now. There are three questions you're going to ask and sequence. Okay, and you can customize them. This is pretty effective and I have used personally to make a lot of money and sales. So number one the first question you let's say if you're selling something just to give you some perspective to the background to it to let's say you're selling something that saves people money. Okay, it could be anything a higher finchy efficiency heater or anything like that, right that could save them some money. Now, you can ask your customer. Can you see where this would save you money? How simple is that? Right that's a very simple question now think about what kind of responses you will get when you ask someone. Can you see where this would save you money? Right? What kind of answers would they give you? now the second piece do it is are you interested in saving money? Okay, again, think about it. What kind of answers can you expect from from a question like that? Are you interested in saving money? Who's going to say? No, I mean there's hardly anybody right the third piece to this threes. Three question clothes is if you were going to start saving money, mr. Customer when do you think would be the best time to start? Now the trick to these three step three question close is that you have to ask is each question in sequence. And then you have to pause and listen and wait for the answer. Another thing is that you can actually customize it based on your own product service and positioning. However, you want to do it do to spin it again. I can I can say if I'm selling my sales training right? I can say And I can take the same question and I can say the first one which was can you see where this would save you money? I can rephrase it to something. Like can you see how using the fastest way to learn sales training course would increase your sales? I just spend it a little different. Now. The second key question was are you interested in saving money? I can I can rephrase that to something like are you interested in increasing your sales? Right. The third question was if you were going to start saving money. When do you think would be the best time to start once again, I can rephrase and spin it something to something like this. If you were ever going to start increasing your sales. When do you think would be the best time to start guys and girls you could be in real estate you could be in Insurance you could be selling cars you could be selling anything, but these subordinate questions are going to help. You close and especially the three question close and as a car salesperson, I will just add another tip to you guys as well because I know a lot of a lot of my listeners are from from car dealerships, you know, if you are doing your test drive times times almost up for the test drive. You can ask a question to something like this. Where do you see driving who actually who would you like to show this car first? That's a subordinate? Question because if they think about it and they haven't thought about it that who are they going to show this car first? They haven't purchased the car and then that means that there's some more selling required and where would you where would you take this car for a long drive in upcoming summer right or spring or whatever that is if they have a destination in mind, once again, if this you know, if they give that destination to you right away, then they have purchased the vehicle. That's a signal that's a subordinate question. Power of the question. I hope I have given you some some effective methods today that you can apply and sales today to increase your your Effectiveness in closing deals and making some sales. Thanks for listening. Please like share subscribe to my podcast and my Instagram is at fastest way to learn sales. I appreciate every single second of your time. I will see you on the next show Cheers.
   Quote by: Brian Tracy A Canadian American motivational speaker and self development author. Brian has written about 70 books on these subjects including “Eat That Frog” & “The Psychology of Selling”   “Telling is not selling, only asking questions is selling”      Today’s topic as you can tell is about questions. Which is the 3rd Key in Selling! Asking Sub Ordinate Questions. Now different situations during a sales call require a different style of question. For example, when you are arousing interest in the product, service or an idea you ask close ended questions. When you are doing a discovery, you ask open ended questions. Today we will discuss the art of asking the subordinate questions. What are the Subordinate Questions? A subordinate question is any question the answer to which, if positive, means the prospect has bought! If it is not positive, it does not mean he has not bought. I read this in Zig Ziglar’s book that one of his friend used subordinate question which was very effective for him, he would ask the prospect:   “Well, Mr Prospect, have you sold yourself or should I tell you more?”   Remember no one wants to get sold, we all want to buy! So this question is powerful. If the answer is YES I AM SOLD! Make the transaction and if the answer is WHAT CAN YOU TELL ME MORE ABOUT IT? Allows you to bring you sales game! I also want to share with a story that I found in Zig’s book. He calls this THE PRESIDENTIAL CLOSE. Zig Ziglar was suppose to speak at a conference back in the day at Greenville, South Carolina during the week of Oct 11 through Oct 15th. A sign at the back of the lobby advised travelers to avoid travelling during these days as this was the textile week and the rooms are pre books 12 to 18 months ahead of the textile conference. Chances of getting a room with in the 50 miles radius of Greenville during the textile week is pretty much impossible. Zig Ziglar being the one of the best sales person in the history, did what he was best at! He walk in to the Holiday Inn and did the whole thing where he went up to the reception, introduced and asked for the room. Do you have a reservation? Asked the lady at the reception. He said yes, long time ago. How long ago asks the reception, Zig response 3 weeks ago. Now it was clear to the reception that he does not have any reservation as they probably do not book 3 weeks in advance, and she got her senior to speak with Zig. The senior Hotel Representative was polite and said to Zig,   “I might as well tell you that usually I am the good news lady, however tonight”    Zig interrupted her and says before you tell me that can I ask you couple of questions? She said yes, go ahead. Question#1: Do you consider your self to be an honest lady? Senior Representative said “Of course I do Mr Ziglar”    Ok now Question #2:    If the President of United State were to walk the door and come up to you and say, ‘I want a room.’ Now tell me the truth would have one for him? She smile and said: “Now, Mr. Ziglar, you and I both know that if the president of the United States were to come in here, I’d have a room for him.”   Zig: “Ok Ma’am, you’re an honest woman and I’m an honest man. You can take my word for it that the President of United States is not going to walk through that door. I’ll take his room!” &nb 