Tip 1 – What’s your best open-ended question to get the prospect talking? For me, it always started with “Tell me about…”
Tip 2 – Shut up. Stop talking so much in the sales process. If you’re talking it means the prospect is not! The more you talk, the less you make. The more the prospect talks, the more they like you. Let them sell themselves, paint the perfect picture of what they want, then just say “yes, we can do that for you.” Words are a tax on sales people.
Tip 3 – Do not interrupt the prospect! Take notes and allow them to finish before your respond. Wait a few seconds before responding because they will often pick right back up talking. Recap what they said to show you were listening, then respond.
Tip 4 – Pause between key points. Give the prospect time to interject. Don’t be one of those sales people where you can never get in a word. Allow the prospect to feel they are part of the game!
Tip 5 – Stir up a story. A good way to do that is to start a question with something like “have you ever…?” Have a follow up question ready like “…how did you like it?” Have your own story ready for the same question to be pointed back at you. But often, the prospect will have a story of their own to share.
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