Sometimes things get weird with clients and prospects.
Not because we made it weird but because they asked something that made it so.
It could be anything from “How much commission will you make on this?” to personal questions about your faith, marital status or even just a stupid question that has us asking ourselves “Where the hell are they going with that question?”
There’s a really simple solution . . .
Stop owning the awkwardness!
Too many times, the burden is on us to work with the awkwardness and scramble for an answer when in fact, the other person needs to own it.
I mean, they asked the dickey question so let them do the “splainin”.
How?
Ask them “Why do you ask?” then congratulate yourself because . . .
You just regained control of your dialague
You just “hot potato’d” the awkward back to it’s rightful owner and . . .
At the very least you just bought yourself a few extra seconds to shake off the left hook they through and regain your composure.
Thoughts?
FYI . . .
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I don’t mind the awkward question. I typically just answer them. What’s my religion? I’m a New York Jew from the Bronx. What’s my politics? Well..I’m a NY Jew from the Bronx.
How much Commision will I earn? That’s when I lie. 5% is the answer I provide.
I’ve actually found that answering these questions in a direct and way helps build trust and rapport and makes it easier to close the deal.
Good one. I use it all the time and I love watching how people scramble to explain why they asked such an awkward question to start with….
I love it!
Thanks for taking the time to comment!
I tried that “I’m a Jew from the Bronx” thing and they always say “Actually, you look like a goyum from Long Island”
I agree with you by the way. Simply put, it’s only awkward if we allow it to be!
Thanks!