You’re meeting with a prospect and being the professional that you are, you have some questions for them.
Just out of curiosity, when a prospect answers your question, do you say things like;
“Interesting”, “Fair enough” or “Really?”
When someone says “Interesting” I feel like they’re doing some amateur psychoanalysis and they just concluded I was a bed wetter or liked undressing my sister’s dolls too much.
And there’s something judgmental about it, even though its said more as an innocent (albeit useless) reflex.
“Fair enough” WTF is that?
Is that you feeling I was defending an opinion that you don’t agree with?
Are we suddenly “agreeing to disagree” because all I thought I was doing was answering your question.
Was that your reentry back into our conversation, after an outer body experience, and it came down to either saying that or shouting out some other random word like “Pecker”
Either way, congrats, you’re conditioning me to not give you so much on the next question.
“Really” is an interesting one because it’s typically used to encourage someone to continue, and provide more information.
Example:
“Paul, tell us about your childhood”
“Well I wet the bed a lot and undressed my sister’s dolls too much”
“Really?”
“No sh*t and that’s not all. My Dad would make outrageous claims like he invented the question mark and when I was in my teens, I fell in love with a Belgian prostitute, named ‘Chloe’ who had webbed feet.”
More often than not, you’ll probably end up going tit for tat with “Reallys” instead of getting your prospect to expand upon their answer.
They might even pat you on the head and say “Bless your heart”
Here’s a better idea . . .
Don’t know what to say after someone responds, thank them for their answer and either probe further or, wait for it, wait for it . . .
Move on to the next question.
When Was The Last Time You Revised Your Questions?
We talk about questioning skills in Session 11 of our Sales Rock Star Academy download.
Here’s what the program looks like;
Session 1: Creating An Effective Prospecting Plan
Session 2 : 20 Ways To Create Opportunities
Session 3: Meticulous Pre-Call Planning
Session 4: Cold Emails That Get Opened, Read, and Responded To
Session 5: A Cure For The Common Cold Call.
Session 6: Social Selling Tactics
Session 7: Network Like A Pro
Session 8: How To ROCK Your Referrals
Session 9: How To Get Your Dream Client’s Attention
Session 10: Creating A Kick-Ass Prospecting Cadence
Session 11: How To Take Control Of Your Prospect Meetings
Session 12: Presenting Your Solutions With IMPACT!
Session 13: Negotiate Like A Pro
When?
You’ll get your first prerecorded session immediately and then a new session will arrive each week for 13 weeks.
What’s included?
(13) 45-90 Minute Pre-Recorded Sessions
Worksheets For Each Session
Homework Assignments
Templates (Actually A Ton Of Templates)
3 Bonus e-Books
Email Access To Paul Castain To Answer Any Course Related Questions and To Get Feedback On Your Assignments.
What’s the investment?
$799
Please click HERE ASAP to secure your spot in this program.
