O'Reilly logo

Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time by David Lambert, Keith Dugdale

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

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 ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required