Let Them Talk

Good advice today from my RAB.com email:

 Let the Prospect Talk 

When you encounter objections, be quiet. Don’t jump in right away with questions, because if you interrupt the person who is explaining their objection or you try to pounce with answers, you’ll look defensive. The prospect may interpret that as you trying to justify or defend a position, and that can get their hackles up.

If your prospect says to you, “Your price is too high,” or “I’m not the right decision-maker,” or “We need more time,” don’t panic. The sale isn’t drifting away. Instead, give that prospect enough room to talk and give yourself an opportunity to listen carefully to what they are saying. In the vast majority of cases, the prospect will feel compelled to jump in and give you more information. In many cases, they’ll even answer their own objection within that little vacuum of silence!

Source: Sales consultant/strategist Colleen Francis