Questions over Assumptions

Orlando Video Production by Lenz Entertainment Group

The sales process includes answering objections and the mature salesperson recognizes that there is no sale without objections. The sales process also requires active listening and asking good questions to clearly understand what the prospect believes and is objecting to. One of the greatest questions a salesperson can ask is, “how do you mean?” Asking this question after an objection will often surprise the salesperson that assumed the answer.

Make it easy for your prospect…

Often, prospects will be reluctant to object for fear that you will become upset or adamant. For this reason, take a different approach and make it easy for the customer to object by responding in a cheerful, friendly, constructive way when they raise an objection—and remember, questions over assumptions.