Answer the Prospect's Questions too soon and Results will Decrease!
What? Not Answer the prospect's Question? But..I have to...Don't I?
You just started Qualifying the prospect and they start asking questions
right off the bat! Great, they must be interested if they have questions.
You get excited and want to answer immediately. Typically we are compelled
to address questions as soon as they arise.
It feels Rude not to answer and seems Deceptive like we're hiding something.
Can we expect a prospect to trust someone who avoids their questions? Hold on.
Wait a minute; it's just not that simple. If we have not yet qualified a
prospect then we do not really know what motivates them. Chances are we'll
misunderstand the question which leaves us wide open to answering the wrong
question! That in turn creates problems and raises objections that didn't
Now, we can't just ignore the question. We need to let the prospect know we
heard them. It validates the prospect and sends a signal that we do have their
best interest in mind. Plus…we still need to know enough about the prospect and
their motivation to qualify them and be sure we clearly understand their questions.
* To Acknowledge the Question: say "Great Question" I sense you are a "bottom line
type of person" who makes well informed decisions. How about I provide information
quickly, concisely to answer all your questions? Expect a "Yes" from the prospect.
* Relax, Breath and Simply say, "Let me ask you a few questions to be sure I clearly
understand your circumstances so I can answer your questions accurately! Then qualify
the prospect as you would normally by following your established process.
* The prospect does not know you are qualifying them according to your tried and true
method. You still need to qualify the prospect and ensure your solution is a good fit.
Regardless of when the prospect begins to ask questions, you need to maintain control
of the conversation. Qualify them before you provide answers. Otherwise it's a waste
of everyone's time!
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