Why do we think we'll hurt the prospect's feelings by asking a question?
Salespeople must remember they are not responsible for how a prospect reacts to a question.
Clients share with me daily the questions they've avoided asking for fear of upsetting the prospect.
Sometimes they get frustrated with themselves. They feel they lost a sale or an opportunity of a sale because they lacked the guts to ask questions.
They would rather bite their tongue than ask a question that might make the prospect uncomfortable.
Better to ask an uncomfortable question than avoid it only for it to become a problem later.
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Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals. |
