‘Asking, Not Telling: How to Use Questions to Drive Sales’ – HubSpot
Dan MacAdam says, “Does this situation sound familiar?
Your prospect seems like a perfect fit. You’ve run a thorough sales process. You even identified time-sensitive goals that your prospect confirmed your solution is vital to achieving. The decision maker has been involved the entire time and everything seems to be lining up.
As you move toward the closing call, your prospect repeatedly tells you things like, “This is definitely the way we want to take our business,” and “There’s no doubt that your product will help us get to our goals.”
But when you ask for the close, your prospect gives you a “think it over” objection: “I just need to wrap my head around this,” or, “I want to make sure I’ve got my ducks in a row.”
When you probe deeper and ask what they need to wrap their head around or which specific ducks they need to arrange, they can’t give you a concrete answer. They’re not budging, and it’s clear you’re not going to be able to get the contract signed today“.
Comments are closed.
