When it comes to the art of the sale, it’s not just about the product. It’s about the people – understanding their needs, their wants, and how to bridge the gap. To be truly effective, you need to master the language of persuasion. Here are 30 essential questions that will help you determine where you stand in your persuasive journey.
Your Persuasive Power
In a world full of choices, what makes a customer choose you? Your ability to persuade is your superpower in sales. Conversational finesse, product knowledge, and empathy form the trident – the tools that pierce the heart of need and fashion it into desire.
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The Multiplying Effect of Persuasion
Imagine you can turn one client sold into five with half the effort. Persuasion isn’t just valuable; it’s the multiplying force that propels you past your sales goals. How persuasive are you, really?
The Crucial 30: Sales Persuasive Skills Identification Questions
To turn a maybe into a yes is an elegant dance where your partner writes the steps. Here are 30 questions to help you choreograph the pas de deux of persuasion:
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How do you build rapport without using sales jargon?
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Do you actively listen or are you just waiting to talk?
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When do you reveal the price, and how do you anchor it to value?
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Can you identify the pain points even before the customer mentions them?
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Are you asking open-ended questions that lead to a narrative of need?
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Do you always introduce your product or service with a compelling story that leads to problem-solving?
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How often do you walk away from a sale because you know it wouldn’t be right for the customer?
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Are your pitches personalized to the individual or sounding like a canned script?
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Can you visualize the scenario your customer describes and use sensory language to describe the benefits of your offering?
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In negotiations, do you employ silence as a tool to encourage the customer to speak?
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Have you ever used social proof to reassure a hesitant buyer?
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What’s your method for building urgency without creating buyer’s remorse?
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Are you able to pivot in your approach when you see the customer’s body language change?
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Do you create a sense of exclusivity for your prospect, making them feel part of a special group of buyers?
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Have you ever employed the ‘fear of missing out’ (FOMO) in your pitch?
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Can you tell a success story using your product that is similar to a buyer’s situation?
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How do you demonstrate value, particularly with intangible services or expensive products?
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Have you ever offered a “yes, and” proposition, which means agreeing with the customer’s point before adding something new?
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Can you simplify complex product features in a way that’s easy for anyone to understand?
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How often do you express gratitude, even for an unsuccessful sale?
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Have you ever suggested buying ‘the best’ option before dialing back to the option that’s actually more realistic for your buyer?
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Can you switch up the pace of the conversation to keep the buyer engaged and avoiding the monotony of a standard sales pitch?
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Do you ensure to follow up in a timely, non-intrusive manner, maintaining the relationship even after the sale or refusal?
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Are you crafty in your use of reciprocity, by giving something upfront to make your buyer inclined to return the favor?
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Can you present the ROI of your product or service in a clear, compelling way that speaks to the customer’s bottom line?
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Do you create well-timed, non-pushy opportunities for the customer to close themselves on the deal?
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How do you handle objections without making the customer defensive?
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Are you confident in admitting when your offering isn’t the best fit for the customer?
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Can you build trust by being transparent, even at the expense of looking less ‘polished’?
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And finally, do you genuinely believe in what you’re selling?
Conclusion: The Path to Mastery
Persuasion isn’t a natural talent; it’s a crafted skill. The more you ask these questions, the sharper your persuasive blade becomes. It’s not about reading a script but singing a ballad, each verse tailored to the listener’s ears. Nurture these skills, and watch your sales rise – not through force, but the gentle art of suggestion. Happy selling!
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