<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=291370464960901&amp;ev=PageView&amp;noscript=1">

Six Tips for Preparing Brilliant Questions

Dr. Scott O. Baird

*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"



Support

Needs Audit: Ask and Listen

Salespeople are courageous. They can talk to anyone. Salespeople have the gift of gab. They can...

Read more
How to Help Your Team Sell More! Right Now! - Griffin Hill
Dr. Scott O. Baird

How to Help Your Team Sell More! Right Now!

Are you more likely to tell a buyer what you want them to know or, are you more likely to help them...

Read more