Stop asking, “Does that make sense?”
- It’s a yes/no question
- It doesn’t create engagement or safety with your prospect
- If it doesn’t make sense your prospect may feel awkward
Instead, ask:
- How is this resonating with you, or am I off base?
- Does this seem like it would help in your situation, or not so much?
- Let me pause here, how are you feeling about this?
Would these questions create more engagement in your sales conversations or am I way out in left field?
I hope this helps.