The ability to ask relevant, high-value questions is critical to helping salespeople gain trust and rapport with buyers and discover the needs you can help solve for.
The Integrity Solutions GAP Model starts with understanding where customers are now- their current situation.
Why would a customer want to change their current approach to what you're offering? What differentiates your product or service offering? You have to help them discover the answers through the questions that you ask.
Desired situation questions are about where the customer would ultimately like to be. What types of outcomes would they like to see? What does their desired situation look like, sound like, feel like?
Then there are risk and concern questions. And lastly, benefits/rewards-focused questions. If you can move to that desired situation, how would that help or benefit you? How would it impact your team or organization? Your customers?
It is also critical to gauge the relative urgency and importance. How important is it to move from that current to the desired situation?
Current and desired situation questions are more logical. But most people will not make changes based on logic alone. Customers (and their buying decisions) are very emotionally-driven, and so the benefit/rewards questions get to the more emotional elements- the WHY of changing and considering new possibilities.
By raising new possibilities and challenging customers to think differently and about what's possible, you can differentiate yourself as a salesperson by helping them see a future outcome that they may not have realized on their own.
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