3 sales questions that trigger defensive responses from prospects:
ONE:
- Seller: “What’s the problem you’re wrestling with most?”
- Prospect: “I don’t know if it’s a problem…”
TWO:
- Seller: “It sounds like there are challenges at play.”
- Prospect: “I wouldn’t call them challenges….”
THREE:
- Seller: “Help me understand the issue with your team.”
- Prospect: “I’m not sure there’s an issue….”
See the pattern?
The prospect is getting defensive.
Why?
People hate problems, challenges, and issues.
Try these instead:
- “Help me understand your situation?”
- “It sounds like there are various scenarios at play, is that fair?”
- “Help me unpack what’s happening with your team.”
Feel the difference?