Mitigate Risk by Posing Anxiety Questions

1. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Mitigate Risk by Asking Anxiety Questions Presented by Julie Thomas President & CEO March 21, 2019 This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. Thank you for joining us today. We will be getting started shortly. In the meantime, please share the location that you’re joining us from. Submit your answer in the Q&A window.

2. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Follow and engage with us! ValueSelling- Associates ValueSellingAssocValueSelling Associates @Valuselling #ValueSelling #VSAWebinar #KeepItSimpleDriveResults

3. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Poll Howmany ofyou areusing anxiety questions today?

6. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® • What is an anxiety question? • How to create good anxiety questions • Three key opportunities to use an anxiety question • Five specific tactics to improve prospect engagement throughout the sales cycle Objectives for today

7. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® People buy from people.People buy from people. People need a reason to change. People need a reason to change. The product is in the mind of the buyer. The product is in the mind of the buyer. People make emotional buying decisions for logical reasons. People make emotional buying decisions for logical reasons. The correct use of power is key. The correct use of power is key. You can’t sell to someone who can’t buy. You can’t sell to someone who can’t buy. Fundamental Principles

9. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Ask better questions • Ask for advice – not favors • Be specific • Be interested in others’ success • Respect that time and expertise is valuable • Be a person • Find ways to be helpful • Practice your ask “How to get anything you want by asking better questions” Emma Johnson Forbes.com @JohnsonEmma

11. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® anx·i·e·ty /aNG’zīədē/ noun a feeling of worry, nervousness, or unease, typically about an imminent event or something with an uncertain outcome.

13. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Anxiety questions are designed to: • Break the prospect’s current thought process • Thought provoking • Reshape perspective or point of view • Open an unexpected dialogue • Shift the prospect’s thinking purposefully and productively

14. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Anxiety? Consequence… Negative outcome… Unpleasant implication… Fear, uncertainty and doubt…

15. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Anxiety Questions • May be only way some prospects will respond to you, and be open to a conversation • Aimed at getting prospect to momentarily experience consequences of not having or considering your product or service • Should create an emotional impact or an emotional response with the buyer: • Tune into their motivation, their WII-FM!

17. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® First: • What is the negative consequence of not taking action Then: • Create lead-in that relates to that consequence • What is the risk.. • If this doesn’t go as planned, then what? • Reference previous experience or research Follow a positive response with: “We’ve got some experience in this area, can we talk about how you’re dealing with this now?” Creating anxiety questions

18. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Is it provocative? Does it get them to think about the future? Does it risk rapport? 1 2 3 © 2017 ValueSelling Associates, Inc. All rights reserved. Anxiety questions test points

19. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Anxiety questions should be: • Not confrontational, but instead educational or instructional • Provocative/challenging • Knowledge / expertise-based • Respectful

22. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® When to use an anxiety question To discussBusiness Issuesand Problems Business Issue Problem Solution VisionMatch

23. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® When to use an anxiety question To disruptthe client’svisionof theSolution Business Issue Problem Solution VisionMatch

24. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® When to use an anxiety question To createurgency whereno urgencyseems to exist Value

25. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® An excellent anxiety question “Do you want to spend the rest of your life selling sugared water or do you want a chance to change the world?” Steve Jobs to John Sculley (Pepsi Executive). 1983

27. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Five tactics to maintain engagement • Prepare • Focus on customer / prospect needs, wants, and process • Listen actively • Never leave without the next meeting • Create a timeline, beginning with the first meeting

28. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® • Anxiety questions • Get prospects to momentarily experience the consequences of not having your product/service • Follow an anxiety question with a positive response • “Can we discuss some options for dealing with this issue…?” • Use anxiety questions to • Uncover additional problems • Disrupt prospect’s view of the solution (competion) • Create urgency • Resynchronize Buying and Selling process Summary

33. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Thank you! • Keep it simple. Drive Results. Julie Thomas +1 858 759 7954 julie.thomas@valueselling.com in/julieathomas ValueSellingAssociates Thank you!

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