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Talking too much kills deals. Instead, ask the right questions at the right time and let prospects think through their own problems. You become the trusted authority they want to buy from.
Talking too much kills deals. Instead, ask the right questions at the right time and let prospects think through their own problems. You become the trusted authority they want to buy from.
One of the biggest reasons why you lose deals is because you talk so much, because you think in your mind that if you tell them all about the product and service, that somehow that's going to make them view you as like some expert. Nothing could be further from the truth. How many college lectures where you have the chemistry teacher like started talking and 5 minutes later you were thinking about something completely different? The same is true because your prospects are human just like you are, right? So the better you get at mastering asking the right questions, but at the right time, and especially with the right tonality and the right body language, even if they can't see you, the more they will view you as that trusted authority because your questions allow them to internalize and think deeper that they might have bigger problems than they originally thought they had.
