They feel they’d come off as too disrespectful or they’re not worthy enough.
They feel like they’re on a lower level to the prospect so they don’t have the right to ask them questions.
So what kind of questions should you ask your prospects?
- What’s your business goal?
- What are your plans to achieve that?
This kind of questions will help the prospect think. It also shows you’re well-prepared, you’re listening, and you’re mindful of their needs. You’re showing them that you’re not just shooting in the dark. The better you understand them, the better your presentation is going to be and the better chances of closing the deal.
Start to answer a question they have but then stop to get clarification from the buyer or reposition the sales process.
For example, if they ask how much your product costs at the beginning of your presentation, this could mean they’re just fishing.
What you can do is begin to answer by saying, “Great question, but first…” Naturally stop and try to clarify by asking, say how many customers they have or why is xyz so important to them.
Now, you have become the consultant. You take control of the situation.
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