This shows that not only are you listening to them, but that what they say is important to you and worth your attention, note-taking, remembering, and seeking out more information on the topic. This is a great technique that can build a connection between you and your prospect.
Clarifying the issue
It’s common for a prospect to say something like, “Look, we need to get this done ASAP.
” At this point, you can ask a clarifying question like, “What does ‘ASAP’ mean to you in this context?”
Or, they might say something like, “We’re just looking for software that’s easy to use.”
You might respond, “So I can understand a little more about what ease of use looks like in your world?”
This allows you to understand what they care about and why it’s important so you can demonstrate real value.
Instead of asking them what immediate results they lithuania telegram data hope to see from using your solution, ask them questions like:
“Let’s fast forward one year from today. How do you know my product/service is successful for you?”
Why? Because it’s thought-provoking and refreshing. When you get your prospects to think differently about their desired future state, you force them to open up and be honest, rather than giving canned responses to questions they’ve already anticipated.
See the world through your customers’ eyes
99% of salespeople see the world through their own eyes. The top 1% see the world through their customers’ eyes. The easiest way to connect with a prospect is to make them feel comfortable, speak their tone, and use terms and language they’ve spoken to before.