Shorten the Sales Cycle by Discovering the Truth
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.
To your selling success!
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