*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"
Persuasive Questioning: 7 Essential Principles for Sales Success
In the world of sales, effective communication and persuasion play a vital role in driving success. One powerful tool that sales professionals can utilize to uncover customer needs, build rapport, and close deals is the art of asking brilliant sales questions. In the book "Be Brilliant! How to Master the Sales Skill of Persuasive Questioning," the author, Dr. Scott O. Baird, highlights seven essential principles that can help salespeople develop their questioning techniques to achieve remarkable results. In this blog, we will explore a few of these principles and understand how they can elevate your sales game.
Build Better Rapport
Building rapport isn't just a skill; it's an art that forms the backbone of effective communication, especially in sales. With strong rapport, conversations can feel more superficial, making meaningful connections easier to come by. In sales, rapport-building isn't a mere checklist item; it's a strategic move essential for initiating relationships, nurturing trust, and ultimately driving successful outcomes. Let's dive into the nuances of building better rapport and explore actionable strategies to master this indispensable aspect of salesmanship.