1 / 15

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

gillian-henry
Download Presentation

6. Having Good Sales Conversations

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  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?”

More Related