Needs Audit: Ask and Listen
Salespeople are courageous. They can talk to anyone. Salespeople have the gift of gab. They can...
*From Chapter 21 of Be Brilliant! How to Master the Sales Skill of Persuasive Questioning
- Tip #1 Follow the Griffin Hill Playset for Needs Audit Discovery.
- Tip #2 Stay focused on the benefits of your product or service.
Ask yourself:
- What benefits are used in your company literature?
- What benefits do you typically promise?
- What do customers say they like best about doing business with you?
- Tip #3 Assemble what you know about your buyer and buyer’s company
- Tip #4 Build hypotheses about buyer’s interests, needs, wants, and motivations
- Tip #5 Ask yourself what you want your buyer to discover
- Tip #6 Ask yourself what questions you can ask that will test your hypotheses and stimulate the desired discoveries
Learn more about persuasive questioning by clicking here: "Master the Art of Persuasive Questioning: 7 Essential Principles of Brilliant Sales Questions"
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