‘To Make Sales, Stop Answering Questions’ – HubSpot
Melanie Lane says, “In one simple exchange, we see how uncomfortable this type of seller can make prospect conversations. Once the salesperson has given a close-ended answer, the asker (usually the prospect) feels like they have to come up with another question because the silence is unbearable. The seller has just missed a huge opportunity to turn the conversation in a direction that’s advantageous to them — instead, they’re just waiting for another dead-end question like a catcher for another pitch.
Let’s remember the Golden Rule of communicating: Whoever is asking the questions is in charge of the interaction, 100% of the time.
Simply giving information in the form of an answer adds no value to a sale. If you learn anything today, remember this: Learning some facts or data does nothing to move someone closer to a sale”.
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