Using LinkedIn InMail to Build B2B Connections and Leads

[shishir.seoexpert1]

2. Do you like talking to salespeople?



In each case, the first question is what most sellers start with because they are thought-provoking, higher level and strategic. They act as good springboards to more detailed questions. The problem is because they are more nuanced and difficult to answer, they are not feeling-provoking. In other words, they do not produce a rapid emotional response and as a result, may fail to activate the buyer’s sense of pain and loss (both important when it comes to motivating buyers to move).

By first asking a more specific question whose prevailing feeling and sentiment comes to mind easier (like the first in each pair), the answer to the more strategic question will be influenced in your favor. For example:



1. How often have you been to the gym in the past month?

2. Are you happy with your overall level of fitness?



1. How do your employees feel about the performance review process?

2. How do you feel about the level gambling data belarus of employee engagement at your company?



1. How often did you need to call Vendor X for help this year?

2. How satisfied are you with the service you receive from Vendor X?



1. Do you like talking to salespeople?

2. How do you feel about your own sales team’s ability to connect with customers?



So the next time you’re conducting sales discovery with your customer, consider modifying the order in which you ask your question and lead with emotionally driven questions first! It can have a HUGE impact on the emotional contrast you create in the mind of your customer.