- DON’T assume! You are a professional seller, not a psychic!
- Ask specific questions that probes and reveal the reality and not vague assumptions.
- Ex. “No two organizations are alike, can you explain to me what your “take it to the board” process is like exactly?
- Keep asking them to tell you “what happens next?” Keep going till you get to the root of the situation and have a crystal clear understanding of what is to come.
- When you get vague answers from prospects, if you feel that they are going to get offended that you are probing, try adding a softener before your questions. Something like “If you don’t mind me asking”… or “Just so that I understand”…Try them, they are fun!
Here are a few common unclear comments that I hear from prospects, where probing questions can be used.
- The project is on hold…
- This is not the right timing…
- We have to wait for it to go to the board…
- We have to get our lawyer to review the contract…
- Call me back in 6 months and we will have a better idea…
You get the picture. Well, listen to the episode and hear my personal story in details.
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