Are you more likely to tell a buyer what you want them to know or, are you more likely to help them to discover what you want them to know?
If you are TELLING your buyers what you want them to know, your persuasive power is weaker than it should be!
Most marketing departments arm their salespeople with loads of glossy brochures, tear sheets, or information pieces that tout the superiority of their company’s products to all others.
Salespeople internalize each message and hope to indoctrinate their buyers by sharing the same information and the related document. What we now know, and what research demonstrates is that TELLING a potential buyer what you want them to know, is far less effective than helping the buyer to DISCOVER that information.
Master sellers use Brilliant Questions to stimulate a discovery of value in their potential buyers. You can do the same thing.
- Take the marketing piece and mark it up with your favorite features, advantages, benefits, and proofs
- Ask yourself what you want your buyer to discover
- Finally, consider what questions you can ask that will help the buyer to make the discovery for themselves.
Making this simple activity a part of your sales skill-set and then helping those you lead to develop it as well, will help you to increase persuasive power. Learning the sales secrets of the top 1% of sales performers will help you win more closes, more revenue, and more commissions.
Schedule your own Griffin Hill free consultation for information about creating more persuasive questions or to ask about any other sales-related concerns. We are here to help!
