June 4, 2010 by Sandler Rules in Sales Process
Have you ever answered a prospect’s question- and wished you hadn’t?
• Find the intent behind the prospect’s question.
• DON’T answer automatically.
• You put stress on yourself when you make a habit of answering “directly.”
Prospects usually don't ask the real question up-front but instead, ask "smoke-screen" questions that hide the real question and its intent. By answering these "smoke-screen" questions directly, instead of posing questions of your own, you run the risk of boxing yourself in.
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