Getting to Club How to Create Urgency With "Negative Impact" Questions (Free Course Lesson)
Jan 21, 2025
Learn how to master urgency in sales using negative impact questions. Discover a breakdown of a real sales conversation that shows how to encourage quicker decisions. The lesson illustrates pivotal techniques that reshape customer perceptions, speeding up sales cycles. There's also a practical example from the insurance industry that highlights the importance of effective questioning for landing bigger deals.
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Course Target Audience
- This course teaches advanced negative impact questions to boost sales.
- It's designed for sales professionals, managers, leaders, and entrepreneurs, but not SDRs.
Negative Impact Questions: Definition and Purpose
- Negative impact questions explore the negative consequences of a customer's problem.
- This increases urgency, willingness to act, and spending to solve the problem.
John McMahon's Life Insurance
- Chris Orlob shares a story from "The Qualified Sales Leader" about an insurance salesman.
- The salesman uses negative impact questions to convince John McMahon to buy life insurance.
