Oct '24 • General discussion
My Favorite Question in Sales Starts with...
"What if..."
This sounds so basic but any question starting with "What if..." immediately puts the conversation in a future projection stance. When we get our prospect to imagine the future with our product/service, instead of focusing on today's cost or (lack of) features, the conversation shifts to a productive one where they can see the problems it solves for them.🔮
Every situation will be different on whether you go negative or positive with what follows.
Here's an example of each:
Positive Frame: "What if... you had a consultant who could guide you through this process in 2 weeks instead of the 2 months you'd said it would take to complete it by yourself?" 👍
Negative Frame: "What if... this process took you longer than the 2 months you're planning for? How would that affect your overall profitability on this project?" 👎
Using "What if..." can get you moving forward in a sales conversation that is stagnant or worse... spiraling.
What do you think, Closers?!
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My Favorite Question in Sales Starts with...
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