When you ask probing and clarifying
Posted: Thu Feb 20, 2025 8:58 am
Don’t do it. You can’t listen when you’re talking, and that’s one of the biggest problems many salespeople have. They feign listening by injecting silence, and even more egregious is when injecting silence is nothing more than waiting for their turn to talk. Getting the prospect to open up through engagement of purposeful and relevant questions is still paramount; this activation of their self-disclosure loop makes them feel important and heard.
Handwriting notes while a prospect is sharing shows that estonia cell phone number list you’re engaged; it shows that you are actively listening. questions stemming from something they’ve said, it verifies that you’re listening, which makes them open up even further. Writing down the entire transaction makes the prospect feel heard, liked, and important. Combining the right questions with an active effort to capture their words in writing will help demonstrate that you get their problems, which is the doorway to establishing trust.
“But, Jason! In a virtual video call, they can’t usually see your notebook, so it just looks like you keep looking down at something.” Ah, yes. Thank you for bringing that up. To pull this off effectively during virtual environments, you need to manage their experience actively. Some useful tactics for this are: Frequently look up at the camera and bring your pen into view. Use audible queues while you’re writing, such as an occasional “I see” or “Mmm Hmm” or “Got it.
Handwriting notes while a prospect is sharing shows that estonia cell phone number list you’re engaged; it shows that you are actively listening. questions stemming from something they’ve said, it verifies that you’re listening, which makes them open up even further. Writing down the entire transaction makes the prospect feel heard, liked, and important. Combining the right questions with an active effort to capture their words in writing will help demonstrate that you get their problems, which is the doorway to establishing trust.
“But, Jason! In a virtual video call, they can’t usually see your notebook, so it just looks like you keep looking down at something.” Ah, yes. Thank you for bringing that up. To pull this off effectively during virtual environments, you need to manage their experience actively. Some useful tactics for this are: Frequently look up at the camera and bring your pen into view. Use audible queues while you’re writing, such as an occasional “I see” or “Mmm Hmm” or “Got it.