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Use Finesse with Your Suspects

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Use Finesse with Your Suspects - Griffin Hill

In the world of sales, the art of communication is crucial. Last week, we discussed how the Benefit Play, a key component of the Griffin Hill sales methodology, shifts the focus from the salesperson to the needs and wants of the suspect in the Case Open Routine. One essential aspect of the Benefit Play is the finesse with which the salesperson approaches their prospect. In this blog, we'll explore the importance of using finesse in the sales process and how it can make or break a sales conversation. 

 

The Importance of Finesse in the Benefit Play

During the initial stages of the sales process, using "you" and "your" in the Benefit Play can come across as too direct and may lack finesse. For instance, saying "we help increase your sales" might irritate or offend the suspect. Instead, skillfully constructing the offer can invite the suspect to continue the conversation.

Let's compare two different play sets. The first one uses the more direct approach, while the second employs a bit of finesse:

  1. Direct Approach:
    • Rapport: I’m Scott Baird with Griffin Hill. Darryl Sisk suggested I give you a call.
    • Position: Griffin Hill specializes in human and organizational performance.
    • Benefit: We help you increase your sales using our specialty in human performance.
          2. Finesse Approach:
    • Rapport: I’m Scott Baird with Griffin Hill. Darryl Sisk suggested I give you a call.
    • Position: Griffin Hill specializes in human and organizational performance.
    • Benefit: We help our clients increase sales using our specialty in human performance.

The first play set can be perceived as presumptuous and abrasive, potentially irritating the suspect and decreasing their motivation to engage further. In fact, an irritating Benefit Play may even lead the suspect to terminate the conversation. On the other hand, the second play set is more inviting and less likely to provoke a negative reaction.

 

Avoiding Abruptness in the Sales Process

The key to a successful Benefit Play is to avoid making the offer too abrupt and direct. To achieve this, try to refrain from using "you" and "your" in the Benefit Play. Instead, replace them with "our clients" to add a touch of finesse that makes the play more inviting. This subtle change will inspire your suspects to want to meet with you and continue the conversation.

 

Tips for Implementing Finesse in Your Sales Conversations
  1. Listen actively: Pay close attention to the suspect's needs and concerns. Show genuine interest in understanding their perspective and ask open-ended questions to encourage them to share more information.
  2. Empathize: Put yourself in the suspect's shoes and try to understand their feelings and motivations. This will help you craft a more compelling and personalized Benefit Play.
  3. Be patient: Avoid rushing the sales process or pushing the suspect to make a decision too quickly. Allow the conversation to unfold naturally, and adapt your approach based on the suspect's responses.
  4. Tailor your message: Customize your Benefit Play to align with the suspect's unique needs, preferences, and goals. This will demonstrate your commitment to delivering value and addressing their specific concerns.
  5. Demonstrate credibility: Share relevant success stories, case studies, or testimonials to illustrate how your organization has helped other clients achieve similar objectives. This will help build trust and establish your expertise in the field.

Incorporating finesse into your sales conversations is crucial for establishing a strong rapport with your suspects and increasing the likelihood of a successful outcome. By avoiding an abrupt or direct approach and instead using finesse in your Benefit Play, you can create a more inviting atmosphere that encourages suspects to engage in the conversation and explore your offering further.

 

Tips for Implementing Finesse in Your Sales Conversations

As you refine your sales techniques and adopt the Griffin Hill sales methodology, remember to be mindful of the language you use and the way you present your offer. These subtle adjustments can significantly impact the way suspects perceive your message and ultimately influence their decision-making process.

By embracing finesse in your sales conversations, you will not only create a more positive experience for your suspects but also increase the likelihood of converting them into clients. This approach will help you build strong, lasting relationships and drive sustainable business growth.

For more information on the Griffin Hill sales methodology and how it can help you improve your sales skills, contact us at (801) 225-7000. Our team of experts is ready to assist you in elevating your sales performance and achieving lasting success in your field.

 

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