Nouveauté
Stop Selling, Start Asking. A Question-Based Approach to Closing Deals
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- Nombre de pages203
- FormatePub
- ISBN978-3-565-59855-7
- EAN9783565598557
- Date de parution29/07/2026
- Protection num.pas de protection
- Taille656 Ko
- Infos supplémentairesepub
- ÉditeurEmphaloz Publishing House
Résumé
Have you ever delivered a flawless presentation only to be met with a glassy-eyed stare and a polite "no"? Many sales professionals and entrepreneurs face this frustrating reality, where their passion and expertise seem to work against them, triggering what author Maya Burke calls the "Pitch Penalty."
This book deconstructs why traditional, monologue-based selling is fundamentally broken. The moment a buyer recognizes a persuasion attempt, their defenses go up, and they stop listening for value.
Drawing on cognitive psychology and cautionary tales like Hershey's disastrous 1999 software implementation, Burke reveals the hidden mechanics of why even the best pitches fail. Instead of pitching, Burke presents a powerful alternative: The Question Loop. This framework, inspired by Socratic inquiry and validated by modern data, shifts the focus from selling solutions to collaboratively diagnosing problems.
It provides a method for transforming adversarial encounters into partnerships, giving the buyer a sense of discovery and ownership. Stop Selling, Start Asking is a practical guide to replacing the anxiety of the pitch with the quiet confidence of diagnosis. Discover how to ask the calibrated questions that unlock a prospect's true reality and fundamentally change the way you close deals.
Drawing on cognitive psychology and cautionary tales like Hershey's disastrous 1999 software implementation, Burke reveals the hidden mechanics of why even the best pitches fail. Instead of pitching, Burke presents a powerful alternative: The Question Loop. This framework, inspired by Socratic inquiry and validated by modern data, shifts the focus from selling solutions to collaboratively diagnosing problems.
It provides a method for transforming adversarial encounters into partnerships, giving the buyer a sense of discovery and ownership. Stop Selling, Start Asking is a practical guide to replacing the anxiety of the pitch with the quiet confidence of diagnosis. Discover how to ask the calibrated questions that unlock a prospect's true reality and fundamentally change the way you close deals.
