Your direct questions can make you sound salesy. Here’s how…
- Salesy seller: “How are you managing this challenge?”
- Buyer: “It’s not so bad.” Or, “I wouldn’t call it a challenge. I mean, we’re finding our way”
You can feel the buyer closing off into self-preservation.
Instead, try this:
- Trusted advisor: “I’m not sure this situation is your experveicen. Is this on your mind at all, or am I way out in left field?
- Buyer: “No, that’s a great point…it is causing us a bit of headache…”
See the difference?