Dave Lorenzo's Inside BS Show: 

Dear John,

Listen to Today's Show:

https://share.transistor.fm/s/21529c46

How to Ask The Right Questions (Hint: Lead with Empathy)

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Asking questions in sales is important because it allows you to connect with the prospect on a human level. Empathy in sales makes a huge difference in your ability to sell. With empathy, you can build trust.

But how do you demonstrate empathy to the prospect? Here are three questions that are essential to doing so.

The first thing to ask is how long they’ve been having their problem. They’ve called you for a specific reason, and once they tell you what that is, find out how long it’s gone unaddressed.

The second step to demonstrating empathy in sales is asking how the problem has impacted them personally. One reason why asking questions in sales is so important is because it helps remind the prospect of the way their problem is negatively affecting them.

And the third thing you need to ask is whether or not the problem has been stressful. Again, this will not only show that you are concerned about the prospect’s situation, it will also remind them how much their life would improve if they solved their problem.

Asking questions in sales is crucial, but you have to know how to go about it the right way. Use these three questions to demonstrate empathy in sales. Show the prospect that you’re there to help.

Timestamps:
1:28​ - How long have you had this problem?
1:56​ - How has this impacted you personally?
2:18​ - Has this been stressful for you?
7:28​ - The magic question to close the sale. 
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Warm regards,

Dave Lorenzo
 
Revenue Growth Expert
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