How many times, at the conclusion of sales call, do we meet a prospect who says,
“Let me think about it”?
How do we know if they are really sincere, or if they are simply giving us the brush-off?
I recommend asking the following two questions:
1. Great, I’m really glad to hear that you’re going to give this some serious consideration.
What specifically stands out that you like most about what we’ve discussed?
The first question will help narrow down what is most meaningful to the prospect.
2. Since you do need to give this matter some more thought, this tells me that you may still have some concerns.
Please tell me, What are they…?
The second follow-up question will allow you to get to the truth. And when you discover the truth, you can address the real issues. And when you address the real issues, you shorten the sales cycle. And that’s what it’s all about.
Paul Cherry is a coach, speaker, consultant, and best-selling author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions that help “galvanize” successful customer relationships. For the past two decades,he has worked with more than 1,200 organizations and businesses in a wide array of industries. Paul has been featured in over 250 online pubs and print magazines, including Kiplinger’s Personal Finance,Selling Power,Investor’s Business Daily, and Inc. magazine. His published books include Questions That Sell,Questions That Get Results, and The Ultimate Sales Pro.
Paul is founder and president of Performance Based Results, which delivers B2B sales training and performance coaching to teams and managers in corporations across the USA and Canada, including 175 of the Fortune 500, and 1,000-plus entrepreneurial, cutting-edge companies looking to dominate their niche markets.