Sandler rule 12# Answer every question with a question – so you can figure out the prospect’s intent.
Learning to also keep the conversation on your terms is key to being a successful salesperson. If the customer takes control and the reins of the conversation, it’s going to put you on the defense and make you talk, which is a great way to lose sales and potential buyers. although understanding to ask questions is key in the sales world. Although a very simple idea to do, it has a lot of flexibility and potential for you to take control of the conversation. The question doesn’t need to be a great question to begin with, a simple “Where are you from?” can help start the flow of the conversation. Learning to say questions to your question to you is key because you’re actively putting the conversation back on to them. Overall learning how and what to say at the right time and how to speak as little as you can help you over all along your sales journey.
BoweryJE22
I really like your post here, once you are the one talking the most in the conversation, you have lost control. Answering a question with a question will dive deeper into the pain and the reason of why they are talking to you. Great post!
Answering a question with a question in a sales conversation can effectively guide the discussion towards understanding the customer’s needs and preferences. By utilizing technique, salesmen can uncover valuable insights and build stronger rapport with their prospects.