3 Questioning Strategies to Help You Close the Sale
Uncover emotions to close the sale
The key to closing more sales is uncovering pain – that is, uncovering a level of emotional discomfort on the prospect’s part that’s sufficient to inspire action to change what isn’t working. Notice that you’re not creating this discomfort. You’re shining a spotlight on something that already exists. Here are three questioning techniques that will help you uncover the emotional gap between where your prospect is right now... and where he or she really wants to be.
For salespeople who are tired of receiving passive responses or rejections from prospects after the first to second interaction.
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Discovery: How to dig deeper to find the root of your prospect's current pain
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Indicators: How to analyse prospect pain in anticipation of your best next steps
- Impact: How to use facts and figures to demonstrate what pain costs in time and effort
Uncover the emotional gap
Maximise opportunities with questioning strategies that build credibility and surface pain points, resulting in more conversation control.
About Sandler
Sandler stands at the forefront of sales and management training globally, boasting a robust presence with over 250 locations across nearly 30 countries. Our proven methods and frameworks have been adopted by a multitude of organisations, ranging from esteemed corporations such as Oracle, Salesforce, and LinkedIn to small and medium-sized enterprises throughout the UK.
Our comprehensive training and consulting services have empowered companies of every size and type to enhance their performance and achieve unprecedented levels of success.