From the course: Sales: Practical Techniques
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Get them to say it
- Now, a final thought on the diagnosing of what their needs are is that what you say may well not be true 'cause you're just a dodgy salesperson. But what they say is true. So if you can get them to say, "I need this," you've got them. So, the brilliant thing about questioning is you can get them to say, "Yeah, I really do need to change that. "Yes, I do have a problem with this." So, if you say, "You need this," they're thinking, "Well, maybe I don't. "I don't know." You've got to get them to say, "I need it." And that's why the questioning funnel and the building of needs is so important. Keep going until you get them to say, "Yeah, I think I really need to do something about this." And then you're ready for stage three, where you can say, "Well, the great thing "is I can help you with that." So that's why we're going to go onto stage three now.
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