Getting a prospect to generate ownership language is crucial for advancing the sale. Again consider the question “What would you do if…” and let’s see how you can apply this question in real life.
List three benefits that differentiate your product or service from you competition or the status quo. For each of these benefits create one or more “What would you do if” questions. During a sales call, the moment will arrive and you will have the opportunity to ask them if they can see the benefits of a part of your solution, e.g. “Can you see how this is faster?”. When they say “yes”, you will ask “What would you do if you had more time?” Patiently wait for their answer until they start describing what their future would look like if they had your solution.
The Master Seller is infinitely patient, asking questions, allowing the sale to precede at its own pace.
The Tao Te Ching of Sales 