Want to know what your prospect is really thinking about your sales presentation?
Change your questions…
Instead of the standard…
”Any questions?”
Or,
“Does that make sense?”
Try:
– How are you feeling about this approach?
– Is this what you had in mind or not so much?
– 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 we could discuss?
These help your prospect
– Feel safe
– To engage in a meaningful way
– To correct you where necessary
– To take ownership for their decision