Command The Prospects Attention – Ask Tough Questions

Command the prospect’s attention by asking good, hard, and tough questions. Asking someone good hard and tough questions is something many people are shy of. If we ask difficult questions of someone, they may not feel comfortable. If they don’t feel comfortable, they may not like us. We can’t have that! Therefore, we ask prospects easy questions. Maybe we don’t ask any questions at all, relying on our slick sales presentation to earn the prospect’s respect. However, the prospect understands human nature. If you are giving them easy pitches to hit, they aren’t thinking much of you as a pitcher. Fire in those fast balls! Work the corners of the strike zone. Give the prospect something to think about when they step up to bat. They will give you respect. Once you have their respect, they’ll listen to what you have to say – about your products, services, and solutions. Command the prospect’s attention by asking good, hard, and tough questions.