Not actually a question, here’s a very simple, yet powerful, way to get prospects to open up about the real issues, goals, hopes and concerns they have that will affect their decision to work with you.
“Tell Me more about that…”
That’s it.
Like an iceberg, that simple phrase leads people to go beyond their surface statements and reveal the deeper issues, concerns, perceptions, politics, etc. underlying those statements. Respond with “Tell me more about that…” when you hear:
- “We need to…”
- “We can’t…”
- “We’re happy with…”
- “This is not the right time…”
- “The others may not agree…”
- “I don’t agree…”
- “That is too expensive…”
Often a sales person’s knee-jerk reaction to statements like these is to spring back with “Why?” which can sound challenging or too self-interested, or to jump into a counter-argument which only tends to shut down the potential buyer.
Said in a tone that conveys a sincere desire to understand the prospect’s situation, “Tell me more about that…” inevitably leads to more robust, more comfortable conversations, which results in more appropriate solutions, which ultimately leads to stronger sales.
Anne Miller
Words Matter – Make What You Say Pay!
For Personal, High Pay-Off Sales Consulting Online
Call today: amiller@annemiller.com 212 876 1875 or email amiller@annemiller.com
“Anne is a great resource and talented coach. Working with Anne remotely made the session extremely easy and convenient. Anne set up video chatting for our session and accommodated our different time zones. After my first session I was able to apply the practical techniques Anne provided and see immediate results. Anne is passionate about sharing her expertise and is genuinely interested in helping her clients succeed.” Director, Strategic Partnerships, American Cancer Society
Latest Podcast with Ken Newhouse, social media guru: “Words That Sell“
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