Sales General

Question 1

What are the 5 voice tones?

Answer 1

1.Curious
2. Concerned
3.Challenging
4.Confused
5.Playful

Question 2

Curious tone

Answer 2

Definition: curious tone conveys genuine interest in understanding the prospects situation.
Description: Sets a more collaborative and exploratory atmosphere
Explanation: Early in the conversation helps the prospect feel valued and heard

Question 3

Confused tone

Answer 3

Definition: Strategic tool used to prompt the prospect to clarify or expand on a point.
Description: Encourages the prospect to articulate their thoughts and feelings clearly, uncovering underlying pain points.
Explanation: motivates prospects to provide more detailed information

Question 4

Challenging tone

Answer 4

Definition: Pushes the prospect to confront difficult realities/ limiting beliefs
Description: ask thought questions that provoke reflection, common used in consequences questions about risks of inaction.
Explanation: most effective after building trust. Negative outcomes of not addressing the issues.

Question 5

Concerned tone

Answer 5

Definition: Demonstrates empathy for prospects struggles
Description: Positions you as an ally who really wants to help making the prospect feel supported
Explanation: Crucial for building trust and softening tough questions

Question 6

Playful tone

Answer 6

Definition: The playful tone lightens the mood and puts prospects at ease
Description: Incorporating light-hearted approach, helps build rapport and encourages prospect to relax and open up.
Explanation: Can be effective in deflecting trite questions and make interactions enjoyable

Question 7

Connection questions goals

Answer 7

Put the focus on the prospect and out of you

Question 8

Situation questions

Answer 8

Help you and the prospect find out their current situation

Question 9

Problem awareness questions

Answer 9

Opens up the emotional door to find out what their problems are, why they have those problems and how it is affecting them

Question 10

Solution awareness questions

Answer 10

Help them to see what their future looks like once their problems are solved

Question 11

Consequence questions

Answer 11

Helps your prospect question their way of thinking and explore the consequences if they do nothing

Question 12

Qualifying questions

Answer 12

Confirm how important it is for them to make a change and take action

Question 13

Transitions questions

Answer 13

Transition to presenting solution

Question 14

Feedback/agreement

Answer 14

Demonstrates how the specific advantages and benefits of your solution will solve their problem

Question 15

Commitment questions

Answer 15

Helps them commit and take the next step towards purchasing your solution