‘4 Techniques to Keep Up Your Sleeve for Rambling Prospects’ – HubSpot
Aja Frost says, “A sales rep recently told me he’d been struggling to end calls on time. Discovery calls scheduled for 30 minutes frequently lasted 45 minutes. Hour-long demos were taking two hours.
“Are you talking too much?” I asked.
“No!” he replied. “My prospects are!”
Salespeople are taught to ask open-ended questions and listen to their prospects — and 90% of the time, this strategy works like a charm. Buyers provide necessary context and information, which reps use to diagnose pain and identify solutions.
But this approach becomes less productive if prospects start chatting your ear off. Watch out for these three signs you should get the discussion back on track, then use one of these four techniques to do just that”.
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