Don’t decode ASK

Sometimes prospects are not forthcoming with information. It can be intentional or inadvertent. Many salespeople try to “read between the lines” to get at the what the prospect really meant by what he said. This is always a bad idea. The chances for misinterpretation and confusion are great. If you are not sure what the prospect meant just ask what they meant. If you pick up a clue from their body language check it out by asking a question. For example, if they flinch when you say something you can check it out by saying “It sounds like you are not in agreement with that”. It is as simple as that.

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