The 4 Rules of Ultimate Sales Questions

Do you like making people feel uncomfortable? Are you skilled at planting seeds of doubt into the minds of others? If not, you should be. Let me explain the why and the how.

Why

People make decisions based on emotions and then apply logic as they attempt to support their decision. This might seem counterintuitive, but it’s more pronounced with the affluent; the bigger the decision, the larger the emotional role. Whether it’s leasing a 7 series BMW and justifying it by explaining the safety features, or buying a 24 foot fishing boat with a slip at the marina and explaining its for “teaching the grandkids to fish.”

Now back to these ultimate sales questions. The idea is to ask a question that causes another person to feel uncomfortable as it hits an emotional nerve and triggers a negative internal response. Mastery of this process is what allows Rainmakers to conversationally position themselves as trustworthy professionals in social settings, oftentimes even scheduling business appointments, without anyone realizing what was occurring.

A simple truism regarding our world of intangibles explains this; you have to create dissatisfaction in order to sell. Making another person feel uncomfortable, and or planting seeds of doubt, is like pushing their dissatisfaction “on” button. When done skillfully, it’s magical. How so? Because it positions you as being helpful, trustworthy, while at the same time stirring up the dissatisfaction that can enable you to sell your services.

Now let’s get into how you can master this skill.

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