{"id":9817,"date":"2019-06-04T18:22:28","date_gmt":"2019-06-04T18:22:28","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/3-questioning-strategies-to-help-you-close-the-sale\/"},"modified":"2025-03-14T04:07:35","modified_gmt":"2025-03-14T04:07:35","slug":"3-questioning-strategies-to-help-you-close-the-sale","status":"publish","type":"post","link":"https:\/\/sandler.com\/whitepapers\/3-questioning-strategies-to-help-you-close-the-sale\/","title":{"rendered":"3 Questioning Strategies to Help You Close the Sale"},"content":{"rendered":"\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-1'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/whitepapers\/3-questioning-strategies-to-help-you-close-the-sale\/#3_Questioning_Strategies_to_Help_You_Close_the_Sale\" >3 Questioning Strategies to Help You Close the Sale<\/a><ul class='ez-toc-list-level-2' ><li class='ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/whitepapers\/3-questioning-strategies-to-help-you-close-the-sale\/#GET_THE_GUIDE\" >GET THE GUIDE<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h1><span class=\"ez-toc-section\" id=\"3_Questioning_Strategies_to_Help_You_Close_the_Sale\"><\/span>3 Questioning Strategies to Help You Close the Sale<span class=\"ez-toc-section-end\"><\/span><\/h1>\r\n<p><strong>DISCOVERY<\/strong><\/p>\r\n<p>How to dig deeper in order to find the root of your prospect&#8217;s current pain.\u00a0<\/p>\r\n<p><strong>INDICATORS<\/strong><\/p>\r\n<p>How to analyze prospect pain in anticipation of your best next steps.<\/p>\r\n<p><strong>IMPACT<\/strong><\/p>\r\n<p>How to use facts and figures to demonstrate what the pain is costing.<\/p>\r\n<p><strong>Uncover the emotions that inspire prospects to change.<\/strong><\/p>\r\n<ul>\r\n<li>\r\n<p><strong>Uncover<\/strong> the prospect&#8217;s pain or emotional discomfort without turning them away.<\/p>\r\n<\/li>\r\n<li>\r\n<p><strong>Lead<\/strong> discussions with qualifying and insightful questions that build rapport.<\/p>\r\n<\/li>\r\n<li>\r\n<p><strong>Communicate<\/strong> the positive effects of moving forward vs. the long-term negative impact or staying in their current uncomfortable position.<\/p>\r\n<\/li>\r\n<\/ul>\r\n<h2><span class=\"ez-toc-section\" id=\"GET_THE_GUIDE\"><\/span><strong>GET THE GUIDE<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Take the next step in improving individual performance, company-wide.<\/p>\r\n<p><em>We will email you instructions on how to access your content and other important information.<\/em><\/p>\r\n<script charset=\"utf-8\" type=\"text\/javascript\" src=\"\/\/js.hsforms.net\/forms\/embed\/v2.js\"><\/script>\r\n<script>\r\n  hbspt.forms.create({\r\n    region: \"na1\",\r\n    portalId: \"21604003\",\r\n    formId: \"aef77058-2e63-452a-af7b-e42ca52f3828\"\r\n  });\r\n<\/script>","protected":false},"excerpt":{"rendered":"<p>Uncover the emotions that inspire prospects to change.<\/p>\n","protected":false},"author":15,"featured_media":16155,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1021],"tags":[1463,1023,1024,1488],"class_list":["post-9817","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-whitepapers","tag-customer-experience","tag-questioning","tag-sales","tag-white-paper"],"acf":[],"yoast_head":"<!-- This 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