Stephane Seguin on LinkedIn: 9 Power Questions to add to your Sales Script: (Make sure you ask these)… | 36 comments (2024)

Most business owners think like this:"I sell graphic design services""I sell public speaking coaching""I sell a community for entrepreneurs"When in fact, they should all think like this:"My clients want......an easy process for their social graphics"...to stop feeling nervous when being on stage."...to feel supported by other like-minded people."You see the difference?One focuses on what you sell.The other one on what your clients want.That's how you sell more. 1) Understand what your clients want.2) Sell them exactly that.It's all you need.PS:Funny enough, most Owners think they understand their clients' problems. When in fact, they don't. Want my help to get clear on it and improve your sales skills?Reach out. My DMs are open.

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Surprising benefit of knowing how to sell:You'll buy back your time.Think about it. The better you are at closing someone, the fewer sales calls you'll need to do.Instead of talking to 10 people to close 3 of them...You could talk to 5 and close the same 3.That means:— Less chasing prospects— Less time-wasting chats— Less repeating yourself Just because you are more skilled at:— Asking the right questions— Saying the right words— Listening correctlyThat's an excellent benefit, in my opinion. Especially if you're a Business Owner wearing multiple hats at the same time.Your time is your biggest asset. Lean how to sell and protect it. ________If you're ready, let's have a chat. I'm coaching Business Owners to level up their sales skills and am happy to share my 25 years of experience with you.

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3 simple steps to turn objections into opportunities that most Business Owners miss:1. Listen and Understand2. Validate and Empathize3. Respond and PivotLet me expand on each one below:________1. Listen and UnderstandObjection ≠ rejection. It's usually a sign that the prospect is uncertain or needs more information. So, listen carefully and understand what the objection is truly about.________2. Validate and EmpathizeYou can't get defensive when your prospect says "I need to think about it". That will never help. Instead, empathize and validate their objection: Say: "Sure, take your time to think about it. It's not an easy decision. What exactly is concerning you?"________3. Respond and PivotGetting an objection is a chance to present a new perspective. Your prospect hasn't clearly understood the value you bring, so show them. Bottom line is:Don't be afraid of objections. Look at them as opportunities to do a better job at selling your offer.Because that's what they are.________Want to make this actionable for your business?I'm helping Business Owners & Solopreneurs level up their sales skills. If you're ready, send me a DM and let's chat.

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"Layering" questions is a powerful sales tactic.Here's how it works:1. Ask a question2. Let the prospect answer3. Layer in a follow-up question4. Let the prospect answer5. Layer another follow-up question6. Let the prospect answerOnly then, move on to a different topic. This example will help you understand:🗣️ Question # 1:"What is the ideal outcome you're looking for?"Answer:"I'm trying to earn $100,000 this year."🗣️ Question # 2:Ok, got it. And why that particular number?"Answer:"It would allow me to save 30% of my income."🗣️ Question # 3:"Makes sense. And why is that important to you?"Answer:"Well, it's for my kid's college tuition."--Bottom line is:Don't move to a new topic every time you ask a question. Layer in questions to go deeper. It'll show real interest in your prospect's situation...And you'll also get them to reveal their motivations & wants.---Want more actionable advice on how to sell?Reach out. My DMs are open. I'm working with owners & founders to level up their sales skills.

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I learned something from selling to multi-millionaires:You can show 2 people the same product.— Same features— Same value— Same priceAnd one of them can think it's expensive.While the other one thinks it's a bargain.Here's why it matters:When you sell to someone, never assume their budget. If you say things like:"This is what I recommend, but it's expensive...""This is our premium option, so it costs more...""This is a higher-end choice, but it's worth it..."You are assuming your prospect's budget. And projecting your own beliefs & perspective into the sales conversation.End result: they won't buy.Stop that.Let THEM decide if your product is expensive or not.---Are you a:— Owner...— Entrepreneur...who's trying to figure out how to do sales?Give me a follow for more actionable tips.Or reach out for 1:1 coaching.My DMs are open.

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The best salespeople behave like doctors:1. They listen to the prospect2. Figure out their symptoms3. Offer a solution if suitableHere's what they don't do:1. Try to prescribe to everyone2. Offer a solution without listening3. Call for surgery where a pill can fix itApproach sales conversations like this, and you'll improve your conversions.It's not rocket science. It's simply: selling ethically.(Hint: people respond well if you're ethical ;)---Want to get better at sales?Give me a follow. Or send me a DM for 1:1 help.I'll gladly share my 25+ years of experience with you.

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The 3 big steps to close a sale:(Works for any industry)👉 1. Ask questions and listenNotice that:— You're not talking about features— You're not pitching anythingYou're just understanding your prospect's problems and desires.👉 2. Communicate your understanding Notice that:— You're still not talking about features— You're still not pitching anythingYou're just confirming with the prospect that you understood their situation.👉 3. Make a recommendationNow you can:— Talk about solutions & features— Make a real, educated pitchBut only if it makes sense!--Here's the thing:Sales is asking questions + listening. That's 50% of the job. If you do it right, the close will happen on its own.---Are you looking to upgrade your sales skills?I'm helping Owners and Founders take their businesses to the next level by teaching them how to sell.Let's connect and have a chat.

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One thing business owners doing sales calls forget:There's always:— Another prospect— Another pitch— Another sales callThere's always someone else you can sell to. So, don't be overly attached to any given deal (it'll work against you). Don't believe me?Well, go to LinkedIn search and look for your ideal target's job title. How many results are you getting?Is it thousands?Is it tens of thousands?Is it hundreds of thousands?Trust me. There are enough people you can sell to. So, don't think of your next prospect as "the one". It'll only make you overly anxious. ---Are you an owner looking to improve your sales skills?Send me a DM. I've spent 25 years doing this.

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A sales mentor of mine taught me this:"Talk less and close more"And after 25 years in the field, I understood why:— When you talk too much...— When you overexplain your product...— When you try to justify your pitch all the time...You sound desperate. And that makes you weak in the eyes of the prospect. So, how to fix it?Easy: ask more questions."How has this problem impacted your business?""What happens if you don't solve this problem?""How long have you been struggling with this?"Anything that: 1) Makes the prospect feel you're interested2) But also helps you get clear on their pain pointIt will get the prospect talking more. It will allow you to be silent and listen.And you'll also learn valuable insights. That's how you:"Talk less and close more"---Are you a:— Owner...— Entrepreneur...who's trying to figure out how to sell?Give me a follow for more actionable tips.Or reach out. My DMs are open.

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