When you ask a question you deserve an answer or at least a reason why they can’t give you an answer. Too many salespeople ask questions and don’t get an answer or get one that is so convoluted as to be meaningless. If you want to be sure you get an answer, there are two things you must do. You must first believe that you deserve an answer to the question. For example if you ask how much money the prospect wants to spend and you do not believe you deserve an answer, your tonality will communicate that belief to the prospect and they won’t tell you. (Why you would believe you don’t deserve an answer is the subject of a whole other video). Next you must expect to get an answer. These may sound like the same thing, but there is a subtle and profound difference. If I expect to get an answer the prospect will “sense” that expectation and be more compelled to tell me something meaningful. It sounds simple because it is simple. Try it and see what happens.
Asked but not answered! Does it happen to you?
July 2, 2015 by
