• Skip to main content

Feel Good About Selling

Increase Your Sales | Keep Your Integrity

  • Get Book
  • Get Sales Coaching

May 17 2022

“You’re an answer to my prayers!” Said no prospect ever after a sales pitch

Until my wife that is.

My wife hates selling – wants nothing to do with it thanks to the manipulative baggage that follows the sales profession.

However, she’s an amazing seller.

What!? How!? Why!? Because she doesn’t sell – she helps.

Here’s a little bit of her approach that I gleaned from a recent consult she provided.

As a child advocate & consultant, she has a 4-question discovery process – just 4 questions!

Question 1: Tell me what you want me to know about you and your family.

Notice where the conversation is centered – on her prospect. She puts herself in the learners seat and gives her prospect the mic. And it’s an open mic.

Question 2: What got you interested in a different approach to educating your kids?

Remaining in the learner position, this question helps her prospect unpack what matters to them – what’s motivating them – what’s driving them.

Question 3: What are you doing now?

This question marks a shift from the high-level overview and motivations to a tactical question. It helps her prospect move into the daily realities of their situation.

Question 4: What about this approach appeals to you?

Again, 100% focused on what matters to the prospect – what they like, what they want, as well as ending on a positive note.

Note – the prospect spoke for an hour straight!

Next…

She asks for permission to recap what’s she’s heard.

Then, she asks for permission to switch gears and walk through her approach & methodology 

End result – the prospect cried out, You’re an answer to my prayers! 

Some important notes to my wife’s approach that may help your sales:

  1. Pure active listening
  2. Empathy in spades
  3. Creating a safe space
  4. Put her prospect at ease
  5. Didn’t make assumptions
  6. Asked for permission to proceed
  7. Provided a clear path forward
  8. Offered a free-choice next step

Related posts:

  1. A unique sales outreach approach – few use
  2. Set the stage for a great sales conversation
  3. Ask This Question To Yourself Before Your Sales Conversations

Written by Ted Olson · Categorized: Sales Blog

  • Get Book
  • About
  • Media Kit
  • FAQs
  • Contact
  • Sales Blog

Copyright © 2025 | Feel Good About Selling | privacy