Stay Out Of The Box!
Vincent’s closing numbers were not what he had been hoping for. He asked his manager, Lynnette, what she thought the problem might be. After a little role-playing, Lynnette suggested that Vincent was spending too much time selling “from inside a box.”
Too often, we box ourselves into situations when we fall into the trap of answering questions a prospect poses … and we quickly find that we have reached a premature, and usually unnecessary, dead-end in the conversation. The key to avoiding this outcome lies in recognizing that prospects rarely ask the "real" question up front. In order to understand the true intent behind the question, it is usually necessary to ask several questions. In general, it takes about three questions to uncover what’s really driving what we’re being asked.