From the course: Selling with Empathy during Uncertain Times
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Three high-impact sales questions
From the course: Selling with Empathy during Uncertain Times
Three high-impact sales questions
- In a time of uncertainty, sales can actually move faster and close bigger, but only if your customer understands the full impact of your solution. If you want to get someone to make a change, individually or organizationally, there's two things that you can do. One, turn the heat up on the problem, and two, shine the light on the solution. That's what you want to do with your buyer. Now you might think that you want to show 'em all that in a presentation, but actually the opposite is true. Instead what you want is you want your buyer to articulate the value, and there's a couple of questions that you can use to help them do this. And this is not designed to be manipulative in any way, it's simply to get them thinking deeply about their challenges. So, first off, imagine you've identified some goal or challenge that's happening inside of an organization. As a seller, it'd be tempting to say, "Ooh, we could help you solve…
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