6.6. Paint (for positive future outcomes)

Paint questions are a key differentiator of the SHAPE process. Most salespeople are trained in and skilled at identifying issues. Many can move from issues to needs. Few are skilled at building a positive picture of life after the issue is resolved. The Paint step is missed too frequently by salespeople and it is an important step, since people feel much happier buying into a bright future than a negative present!

Once you have confirmation that you are talking about the key issue, you are confident that all the negative implications of the issue have been raised and understood, and you have permission ...

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