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Deep Dive on the MOSES QUESTIONING STRATEGY

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Deep Dive on the MOSES QUESTIONING STRATEGY

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Moses was the meekest man who ever lived, yet led a nation for 40 years. He was a brilliant strategist as well. In fact, in the Canaanite conquest, he sent 12 men to spy out the land. Based on their reconnaissance, they devised a strategy to attack the Central Highlands and cut off organized resistance and communication.

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This video deals with circumstantial "big picture" questions, but the reason for asking isn't always evident. Often times, the prospect's answers gives you important clues about what matters to them and what you will need to offer to gain their interest.

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The second domino in the Moses Questioning Strategy is about vision and goals. Not yours. Your prospects and clients!

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Moses had almost half of his questions directed towards the land. After all, it represented their future opportunity. He needed to know the lay of land (question 1), but he also wanted to know if the land was any good, (question 2).

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Your competition is doing more favors for you than you may realize. But you will never know if you don't ask. Here are two rules to remember: (1) Never sling mud about your competitor. It just gets your hands dirty. (2) Don't be afraid to ask your potential customer questions about your competitor that may be serving their needs.

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The Moses Questioning Strategy has taken us from big PICTURE circumstantial questions, through PURPOSE, POTENTIAL, PROBLEMS and finally PERMANENCE. Permanence speaks of their thinking. Is it long term or short term? (Are they living in tents or fortified cities?) This tells you a lot about your prospect and your competitor.

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The "buying process" is not the same as the selling process. The buying process is what a buyer goes through with or without the seller being present. When they discover they have a need, they often times put on the "doctor" hat and try to diagnose their problem and prescribe the best solution.

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Michael Q. Pink

Since 1986, Michael has been passionately pursuing the ways of God as applied to the selling profession, entrepreneurship and life. Besides writing for magazines like Success, New Man, Business Reform and others, Michael has also written 19 books, selling hundreds of thousands of copies, with titles like The Bible Incorporated, Selling Among Wolves, 7 Secrets of the SaleRainforest Strategy, Taking Back The Gates of Commerce, etc.

He has served Fortune 100 clients and helped numerous small to medium-sized companies experience explosive growth, including helping one struggling company with only 3 sales reps become the 16th fastest growing, privately held company in America on the INC 500 list.

He hosted a daily radio spot for 7 years growing to over 200 stations nationwide and was a frequent guest on television and radio shows including The 700 Club, Moody Radio, Salem Radio and many others.

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