TOP Salespeople AGONIZE Over How They Phrase Their Questions (Here's Why)

Lesson number four. I want you to agonize. Agonize over how you phrase the questions you ask your buyers. Language matters. Let me give you an example. Almost everyone in SaaS sales is taught to ask impact questions. And the way they're taught to ask it is really slimy. Okay? So most salespeople, when they're talking to their buyer and they find out a challenge or a pain or whatever, they ask something like, how do you think this is going to impact you personally? Now, your buyer is squirming in their seat when you ask a question like this, and not in a good way, okay? They feel like it's cheesy. They feel like it's salesy. They feel manipulated. You just lost trust with your buyer by phrasing the question in a wrong way. Now, if you sell to businesses, you can ask the same question phrased a little bit differently and get a spectacular result. The question I like to ask is something like, what are the ripple effects this challenge is having on the rest of the business? Now, notice I'm basically asking the same question. Just used more intelligent, thoughtful language that communicates that I have business acumen, and therefore, I start to become viewed as a trusted advisor. So I want you to agonize about the exact words and phrases you use when you ask questions to your buyers.