In the world of sales, the art of communication is crucial. Last week, we discussed how the Benefit Play, a key component of the Griffin Hill sales methodology, shifts the focus from the salesperson to the needs and wants of the suspect in the Case Open Routine. One essential aspect of the Benefit Play is the finesse with which the salesperson approaches their prospect. In this blog, we'll explore the importance of using finesse in the sales process and how it can make or break a sales conversation.
During the initial stages of the sales process, using "you" and "your" in the Benefit Play can come across as too direct and may lack finesse. For instance, saying "we help increase your sales" might irritate or offend the suspect. Instead, skillfully constructing the offer can invite the suspect to continue the conversation.
Let's compare two different play sets. The first one uses the more direct approach, while the second employs a bit of finesse:
The first play set can be perceived as presumptuous and abrasive, potentially irritating the suspect and decreasing their motivation to engage further. In fact, an irritating Benefit Play may even lead the suspect to terminate the conversation. On the other hand, the second play set is more inviting and less likely to provoke a negative reaction.
The key to a successful Benefit Play is to avoid making the offer too abrupt and direct. To achieve this, try to refrain from using "you" and "your" in the Benefit Play. Instead, replace them with "our clients" to add a touch of finesse that makes the play more inviting. This subtle change will inspire your suspects to want to meet with you and continue the conversation.
Incorporating finesse into your sales conversations is crucial for establishing a strong rapport with your suspects and increasing the likelihood of a successful outcome. By avoiding an abrupt or direct approach and instead using finesse in your Benefit Play, you can create a more inviting atmosphere that encourages suspects to engage in the conversation and explore your offering further.
As you refine your sales techniques and adopt the Griffin Hill sales methodology, remember to be mindful of the language you use and the way you present your offer. These subtle adjustments can significantly impact the way suspects perceive your message and ultimately influence their decision-making process.
By embracing finesse in your sales conversations, you will not only create a more positive experience for your suspects but also increase the likelihood of converting them into clients. This approach will help you build strong, lasting relationships and drive sustainable business growth.
For more information on the Griffin Hill sales methodology and how it can help you improve your sales skills, contact us at (801) 225-7000. Our team of experts is ready to assist you in elevating your sales performance and achieving lasting success in your field.