If you want to know what your prospect is really thinking about your sales presentation, there’s an easy fix. Change your questions. Instead of leading or yes/no questions, change your questions to what I call “ownership questions.”
Here’s what ownership questions sound like:
– Is that what you had in mind or not so much?
– How are you feeling about this approach?
– How is this resonating with you, or have I strayed off course?
– Do you think this will help in your context, or did I miss the mark?
– What have we not covered that you were hoping to discuss?
Asking questions like these help your prospect:
- Feel safe
- To engage in the conversation
- To correct you when & where necessary
- And and ultimately to take ownership for their decision
So, again, if you want to know what your prospect is really thinking, change your questions.
PS – of course tone matters, and you want this to sound like you. Check out my LinkedIn feed for a video on this.
I hope this helps!