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6. Having Good Sales Conversations. to create rapport, uncover real buyer needs, paint a picture of a better, more compelling option, and remove assistance. Listening. RAIN Methodology. Sandler Submarine. Pitch Anything Method. S etting the Frame T elling the Story

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6 having good sales conversations
6. Having Good Sales Conversations

to create rapport, uncover real buyer needs, paint a picture of a better, more compelling option, and remove assistance.

pitch anything method
Pitch Anything Method

S etting the Frame

T elling the Story

R evealing the Intrigue

O ffering the Prize

N ailing the Hookpoint

G etting a Decision

questions are the answer
Questions are the Answer

Benefits of Question Based Selling

  • Questions preventing you from throwing up all over the prospect
  • Questions make you look smart
  • Questions get the prospect talking
  • Questions allow you to control the direction of the conversation
leveraging questions
Leveraging Questions

Status questions

“What are you currently doing to market your business?”

  • Helps reveal current status of opportunity
  • Typical starting point
  • Diagnostic
  • Uncover facts & information
  • The narrower in scope, the most credible you appear
leveraging questions1
Leveraging Questions

Issue questions

“What’s the most significant business issue you are facing?”

  • First stage of problem solving
  • Uncover issues in need to viable solutions
  • Ask “To what extend is ------ important?”
leveraging questions2
Leveraging Questions

Implication questions

“What would happen if you were able to double the number of leads you get each month?”

  • Focus on “why” an issue is important
  • Implications ultimately justify decisions
  • Emotional transition to thoughts and feelings
leveraging questions3
Leveraging Questions

Global questions

“How do you mean?” “Like what?” “Tell me more.”

  • Helps encourage prospect to expand on their feedback
  • Further insight into their thoughts
  • Show interest
leveraging questions4
Leveraging Questions

Solution questions

“If I could show you how to solve each of the issues we just discussed, would you be willing to take the next step?”

  • Valuable closing tool
  • Pivots conversation from issues to benefits
  • Helps prospect recognize positive emotion like satisfaction & relief
leveraging questions5
Leveraging Questions

Reversing questions

“If you had a magic wand that could produce the ideal situation to your problem, what would it be?”

  • Invites the prospect to open up
  • Relieves pressure
  • Lets the prospect paint the picture for you
  • Clearly defines the solution you need to pitch/provide
leveraging questions6
Leveraging Questions

Types of Reverse questions:

  • The “You Start” Reverse

SALESPERSON: “We need to discuss all aspects of your problem. Is this a fair statement?”

PROSPECT: “Yes.”

SALESPERSON: “Fine. You start.”

leveraging questions7
Leveraging Questions

Types of Reverse questions:

  • The Off-The-Record Reverse

SALESPERSON: “Bill, off the record, what price are you looking for?”

leveraging questions8
Leveraging Questions

Types of Reverse questions:

  • The Change-Of-Pace Reverse

PROSPECT: “Does this come in blue?”

SALESPERSON: “Sure. Let me ask you this, why is blue of interest to you?”

Other examples

“Let me see if I have this straight…”

“I don’t understand. Tell me more about that.”

“I’m not sure. What do you think?”