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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. 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

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  1. 6. Having Good Sales Conversations to create rapport, uncover real buyer needs, paint a picture of a better, more compelling option, and remove assistance.

  2. Listening

  3. RAIN Methodology

  4. Sandler Submarine

  5. 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

  6. 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

  7. 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

  8. 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?”

  9. 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

  10. 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

  11. 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

  12. 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

  13. 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.”

  14. Leveraging Questions Types of Reverse questions: • The Off-The-Record Reverse SALESPERSON: “Bill, off the record, what price are you looking for?”

  15. 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?”

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