Responding to the Answers to the Essential Questions

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Responding to the Answers to the Essential Questions

How to respond to the answers to the essential questions


  1. Terry Slattery explains the importance of getting early agreement to the sales process. By getting permission to move the process forward, you can avoid commoditization and increase your margins. Terry provides examples of this essential question, as well as responses to three possible replies from the prospect.
  1. Terry Slattery covers how to confirm the order of importance to the prospect’s issues. These two essential questions should be asked to ensure no pain is left untouched and to help the prospect understand that their issues may warrant dealing with or fixing.
  1. Terry Slattery shares how to use your DV-based probes to uncover and prioritize a prospect’s concerns. He also explains how to find out what solutions, if any, they have tried and the results of those attempts. This is especially useful if you have an incumbent competitor.
  1. After uncovering how long a prospect has been dealing with an issue, the steps they’ve taken to fix it and the results, Terry Slattery explains how to shift the conversation to the future. He demonstrates how to respond to the prospect’s short or long-term replies to when the issue needs to be fixed.
  1. Terry Slattery shares how to give a summary of the cost of the prospect’s problems. He stresses the importance of including opportunity costs in this summary.
  1. How do you get about the opportunity costs? Asking about expected and available spend can uncover details about costs they have not disclosed or thought about, as explained by Terry Slattery.
  1. If you’re up against the status quo and the prospect is likely to stall in decision-making, Terry Slattery demonstrates how to draw from your prospect when they want to begin experiencing the benefits of a solution.
  1. Even if you have information about budget and time expectation, Terry Slattery shares why it’s crucial to confirm you know their evaluation and decision process in order to move forward.
  1. Terry Slattery shares the essential questions that will help you and the prospect agree on the clear outcomes you need to leave any presentation with a decision. He also explains how to reply to any response that includes “think it over.”
  1. Terry Slattery provides the question that will ensure that in a multivendor beauty contest, you get to be the last contestant to cross the stage. He explains that by being the last to present, you have a 90% chance of winning as all the right questions have been asked and the customer is ready to make a decision.
[fusion_button link=”” title=”” target=”_self” link_attributes=”” alignment=”center” modal=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” color=”custom” button_gradient_top_color=”#00518c” button_gradient_bottom_color=”#003764″ button_gradient_top_color_hover=”” button_gradient_bottom_color_hover=”” accent_color=”” accent_hover_color=”” type=”” bevel_color=”” border_width=”” size=”large” stretch=”default” shape=”” icon=”” icon_position=”left” icon_divider=”no” animation_type=”” animation_direction=”left” animation_speed=”0.3″ animation_offset=””]Before you learn how to respond to the answers to the essential questions, make sure you’ve mastered these questions.[/fusion_button]