How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 93

•What is your main concern with this point?
•Why does that particular concern worry you?
•If your concern were handled, what would the result look like?
•What is your main priority in considering this offer?
•What information do you still need?
•What would the ideal offer for your situation include?
•What are the main factors you will consider in choosing your provider?
Notice that these are all open-ended questions. They give the prospect the
opportunity to talk so that you can learn more information as well. You
could also focus on questioning in ways that redirect the prospect to
focusing on the benefits of your product or service. Some examples of
these types of questions include:
•We’ve talked about the fact that you have a challenge with ___________.
What would it be worth to your organization if that challenge were
resolved?
•How would it help you to be more competitive if you didn’t have to deal
with the problems caused by _______________ anymore?
•What value can you see in eliminating ______________ from your daily
workload?
If you find that the prospect is not willing to give you more information,
you might need to examine other possible reasons for their objection.

7.2.2 Failure to Create Desire
All sales require that your client has a desire to own your product or use
your service. If you haven’t yet created that desire, you will face
objections and not make the sale no matter how persuasive you think you
are being. This idea comes from the sales method known as AIDA, an
acronym which stands for:
•A – Attention
•I – Interest
•D – Desire
•A – Action
This is very similar to Monroe’s Motivated Sequence Model that we
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