Did you ever have a good conversation with a sales prospect only to have that prospect end the conversation with, “Your idea sounds good. Let me think about it and I’ll get back to you”
Here’s how to qualify if you have a legitimate opportunity to pursue or this person is kindly blowing you off.
- Ask the following question,”Great. I’m glad to hear you’ll give my solution some serious consideration. Tell me, based on what we discussed so far, what is it that interests you the most?”
- Listen for a legitimate response.
- Then ask, “Since you need to give my idea some thought, that tells me you have some concerns, what are they?”
The toughest objection to address is the one you never hear. The right questions give you the answers you need to win the sale.
