S.T.E.V.E. Sales Method

These questions are designed to find out specifics of their current situation and what their current needs are.

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These are basic questions and can be a mix of open-ended and "yes or no" questions.

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Trouble Questions are designed to get to the client or prospects pain points.  Avoid trying to answer their answers with solutions until you understand their top pain points.

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These should be mostly open-ended questions.

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These questions are designed to find out what the effect of the trouble has on them.  These questions should focus on how it impacts them personally as well as other stakeholders in the business.

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These should be all open-ended questions.

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These questions are directly tied to the effect questions you've asked.  Here you ask how they would feel if your solution can  fix the trouble they have been having and solve their pain points.

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Mastery of these questions will undoubtedly lead to you earning higher profit margins as you become a problem solver rather than a commodity.

These questions are designed to allow you to gauge the customer or prospects level of engagement as well as help you avoid being ghosted.

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In most cases of complex sales, there are multiple steps, and these questions help you book the next meeting to keep the ball rolling forward at all times.

Average Sellers:

• Stop at Specific and Trouble questions and jump straight to proposing solutions.

• Ask closed ended questions.

• Ask questions leading the client to their own desired result.

Elite Sellers:

• Spend more time on Effect and Vision of Relief questions.

• Jump back and forth between question types as the situation calls for it.

• Guides the conversation focused on finding the client's desired outcomes.