In sales, we need to motivate a prospect to take action. Feelings cause motivations. Create a future scenario based on feelings by asking, “How would you feel if…”
A value ladder takes a prospect from free to your highest-priced product or service through a series of rungs on your value ladder. Each rung provides an increased level of value and monetary commitment from the customer as their trust in the business increases.
How to overcome a prospect’s resistance to change by making them question what they considered certain and create doubt in their mind with a few simple words. “What do you know about…”
To make a better decision, business owners must go beyond stage-one thinking, look past the immediate or perceived outcome of their decision, and ask a series of “and then, what will happen?” questions to find the unseen consequences of their decision
