MODERN SALES
for your industry
3. Ask questions that use ‘feeling’
words
4. Be sure to give them an out!
by asking probing questions that
allows them to choose to answer or
avoid.
Here are some examples of
phrasings that might be used to
build intimacy:
“Bob, it looks to me like you aren’t
happy with your existing provider.
I want to be able to show you that
we are different. Would you mind
sharing with me the reasons you are
leaving your existing provider?”
“Some clients that we work with
have a similar problem to you. They
tell me that it makes them feel
frustrated that they can’t control
that part of their business. Do you
feel the same way?”
Intimacy is mutual and developed
by taking risks and sho