Working in sales, I’m sure we’ve all had to deal with rejection on multiple occasions. We’ve all been in a room where we were being bombarded with objections and really had to think hard about the next move.
Now there can be one of two ways to go about a situation like this:
Answer all the questions thrown at you to the best of your abilities OR
reverse gears – YOU start asking questions.
The problem with point 1 is that nobody really has all the answers ( Especially when the prospect has really made up his mind to make things hard for you)
But with point 2, the roles reverse – The prospect starts coming up with solutions and is doing most of the selling now – you’re just asking questions to learn more about them, which helps you tailor the conversation in the direction you want it to go.
Sales is not about talking – it’s all about listening. Do you agree?
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