Wasting Your Prospects Time
Get The Sale Already!!
show you how to get prospects to BEG you to tell them about
product/service & GET TONS MORE SALES!
All of our decisions are made for emotional
reasons. We do everything to gain pleasure and/or to avoid pain.
Most sales professionals spend FAR too much time presenting the
features/benefits of their product/service and not enough time in
the "needs assessment" phase. This is where 90% of the
sale is actually made!
Master the art of
finding the pain with "pain inducing
questions" and showing the pleasure with "pleasure inducing questions"
and you may close 3 times more sales!
Pain inducing questions are
designed to find a client's needs and re-awaken the pain that is
being caused by that need.
the biggest challenge you are facing in this area?
meaning relating to what you sell).
that a problem?
(you just made it seem worse by calling it a
"problem" instead of a "challenge". More importantly
this should start the prospect talking about the implications/effects of
the worst part about that?
(Focuses him/her on the most painful
part of the situation).
that costing you?
(Another implication/effect question).
will this effect other areas of your life/business?
pain out into other contexts and awakens her to how serious this situation
does that make you feel?
(or how frustrating is that for you?
-puts the person into the emotional state you are asking them about).
inducing questions are designed to stir up the prospect's motivation
to heal their pain by getting them the feel how great it
would be for them to have
the situation "healed".
had this situation exactly the way you want it to be, what would that do
(finds the implications/effects of having things be
better than they were.)
great about this?
(Focuses them on the benefits.)
great will it feel to know that you have exactly what you need?
them to start feeling how great it will be.)
the best part about this?
(gets her focused on the best part which
will make her feel even better about making a change right now).
you improve this area of your life/business/job, how will that effect
other areas of your life/business/job?
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