Strategically placed pauses during your needs analysis can work wonders.
How?
1) The Interrupting Thing: I won’t spend too much time on this one because you’ve probably heard it a million times that pausing keeps you from interrupting. Pausing is especially helpful when you are on a phone because you don’t have the benefit of visual cues.
2) It’s A Really Powerful Continuation Technique: A “continuation technique” is something you add to a discussion to encourage someone to continue or expand upon their thoughts. I think this is of particular importance to my sales friends. We’ve all been guilty of asking a question, getting a reply and then racing on to our next question. A pause is an amazing thing because people will generally fill silence out of nervousness. It’s in those moments that you can get some absolute gems of information.
Sadly, its usually the sales rep filling the silence which brings us to;
3) It Keeps You From Filling That Silence With One Of Those “Did I Just Say That Out Loud” Statements.
4) It Gives You An Extra Second or Two To Formulate A Better Follow Up Question: It would absolutely blow your mind to see what the mind can do with only an extra second or two. Those extra seconds can make the difference between an an OK follow question and something EPIC!
5) Helps You To Demonstrate That You Are Not Only Listening To Them, You Are Really Digesting What They’re Saying.
6) Pauses Will Help You Project Confidence.
We’re going to be talking more about your needs analysis during our upcoming How To Ask AWESOME Sales Questions webinar on February 8th, at 11:30 am EST.
We’re also going to discuss;
- Six Questioning Mistakes That Cost You Business
- How To Create An Arsenal of AWESOME Questions (You Know, The Ones Your
Competitors Fail To Ask) - 100 Sales Questions To Jolt Your Selling Efforts
- Five Types Of Questions With Examples
- The One Type Of Question That Helps You Take Control
- The One Type Of Question That Dramatically Increases Your Credibility
- Three “Questioning Flight Plans” That Can Help You Get BETTER Results
- How To Create A Conversation Instead Of An Interrogation
When?
February 8th at 11:30 am EST.
Can’t Make It?
Sign up anyway and you’ll get the replay later that afternoon. View it at your leisure!
What Do You Get?
(1) 90 Minute Webinar With Action Based Tips and Tactics
Worksheets
Webinar Replay In Case You Can’t Make It or You’d Like To Go Back For Seconds
PDF With 100 Sales Questions
How Much?
$99
Click HERE to register and to secure your spot!
