When approaching a sales prospect, it can be tempting to rush to your pitch and even to your close… but a better approach is to practice patience. You don’t need to close this person today.
You and this person need to identify if you are a good fit for each other. One of the best ways to do this is with leading words.
Examples of some leading words include:
- and
- like
- meaning
- so
- implying
Leading words encourage a person to provide more detail. Asking questions, and inquiring further into the things they are saying will help you better understand them and their needs. Additionally, you are helping them realize their own situation and needs. Though leading words, you can help guide a person to a point of self-discovery – which now may position you to make the sale.
Have you tried using leading words in any of your conversations? What was the result?
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