We have discussed the importance of selling professionally by asking probing questions and giving both parties the opportunity to opt out if it doesn't feel like it is moving toward a mutually beneficial conclusion.
There are occasions when presenting your services where you haven't gotten the NO but seem to be treading water when speaking with a prospect. They may be distracted or indifferent. You are losing control and not sure what to do. To regain control, ask this:
"Why are we here?" or "Should we still be talking?"
Focus is a critical part of the business development process. We are human and lose focus for a variety of reasons. You re-take control with these questions.Give the prospect the opportunity to restate why they really need your services, or tell you that they don't see the value. Clarity trumps confusion every day.
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