In this episode of The Win-Win Effect™ Podcast, Host Chris Ross and Guest, Wes Baiz discuss how to formulate a Masterful Sales Dialogue and structure questions you ask buyers to lead them to the outcome of winning.
SUMMARY OF TOPICS DISCUSSED
– Belief in Abundance
– The Framework to Provide Clarity
– Positioning with Trust
– Being on the Same Side with Buyer
– Awareness of Buyer Position/Situation
– Different Types of Questioning
– Closed/Open-Ended Questions
– Probing, Funneling, Leading, Baiting/Rhetorical Questions
– Keeping Buyer Comfortable to Stretch Comfort Zone
– ROI of Time / Audit of Time
– Roleplay of Questioning to Help Listeners Understand
– How to Not “SELL” and “LEAD” the Buyer to Make Decision
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