This is one of the biggest and most important decisions a salesperson can make during the first few minutes of an initial sales call. Whether to share lots of information upfront and offer few questions, or only ask questions and share as little as needed. Fortunately most prospects have a "tell" that signals very early in the conversation which one you should do. (a "tell" is that "thing" a card player does when they have either a great hand or a terrible one which signals a skilled card player, but unskilled players miss.)
What's the tell? If your prospect interrupts you early, then focus on questions immediately; and lots of them so they can talk all they want. They may also want to just pepper you with questions. That's great, but only if you keep your answers short and sweet.
If they don't interrupt then you still need to ask questions, but you can do a little more table setting first. Of course, if they don't respond at all then you need to drop the bomb. We'll talk about that in another post - but I think you get the picture.
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