Prospects who’ve been in business for a while know just how to answer sales people without committing and saying anything concrete. They do this to mystify sales people. And if you get trapped by this and go along, then you’re mutually mystified.
To avoid this, become a human smoke detector for a prospect’s use of wishy-washy words. You’ve heard them hundreds, if not thousands, of times. Words like “maybe,” “think it over,” “I’ll let you know,” I’ll get back to you,” and the like.
When you hear wishy words, reverse with a softening statement. This is the best way to pull back the curtain to reveal what a prospect is really telling you.
- Let me ask you. When you say that you’ll think it over, what do you really mean?
- To tell the truth, I don’t think I understand what you’re saying.
- Would I be correct if I said it sounds like you’re not so sure?
- I get the impression that what you’re really trying to tell me is that what I’ve said isn’t a good idea. Is that a fair statement?
Here’s how to prep yourself ahead of time:
- List common responses you often hear from prospects.
- List a prospect’s possible reasons for these common responses.
- What softening statements can you use in response to these common responses?
- What reverses would you use in responding to these common responses?
The most important thing to remember is this: No winging it. Prep yourself for this before you call on a prospect.
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