Warning: This is not for the faint of heart!
In this episode, I’m going to talk about returning a question with a question. It’s a powerful skill I learned while doing door-to-door security sales in college.
When does this “counter-question” strategy apply:
Reasons for the question or objection:
Before anything else, remember that TONALITY is a key part when using this method of conversation.
3 Examples of Handling Objections:
Usually, that it isn’t the true objection. Rather, there is something they don’t understand or somehow don’t see value in what you are selling. This then allows you to re-position, find out the real objection of the buyer, and offer value/solution to their concern.
Watch you’re tonality and tell your client that there are 3 possible reasons why they’re saying this:
Suppose they chose #2, counter it with this question: “When would be a better time for us to connect?”
Instead of just sending information or “literature” and it getting lost in the email shuffle, ask that question.
It will make you:
These kind of people love to put things off and they might ask you to get back to them in 6 months to a year or so. What you need to do is to find out what they’re really saying.
What to ask to help you find out the real reason:
“What will change between now and then for you to be able to do something?”
Don’t be afraid to try this out. Have the backbone to go for people who are ready to purchase and who are serious. As always, let me know how this goes by sending me an email at email@example.com or via Twitter @donaldckelly or via LinkedIn at Donald C Kelly.
Remember, DO BIG THINGS!
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.