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 FrameT elling the StoryR evealing the IntrigueO ffering the PrizeN ailing the HookpointG etting a Decision

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

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 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 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 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 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 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 Questions

Types of Reverse questions:

• The “You Start” ReverseSALESPERSON: “We need to discuss all aspects of

your problem. Is this a fair statement?”PROSPECT: “Yes.”SALESPERSON: “Fine. You start.”

Leveraging Questions

Types of Reverse questions:

• The Off-The-Record ReverseSALESPERSON: “Bill, off the record, what price

are you looking for?”

Leveraging QuestionsTypes of Reverse questions:

• The Change-Of-Pace ReversePROSPECT: “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?”