Ask open ended questions, and stop talking. Only ask one
question. Get the prospect to respond before asking the next question. Many
people ask a question, and try to clarify with another question before allowing
the prospect to respond to the first question. It is insulting to your prospect. Without realizing it, this is interrupting the prospect or client before they can even start to respond.
Leave it vague for the prospect to start talking. This will
allow you to see & HEAR their line of thinking over your own. This practice
will encourage & improve upon your listening. It will prevent assumptions
& mutual mystification.
No comments:
Post a Comment