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Salespeople often fire questions too fast, steamrolling prospects. Try asking permission first with "Can I ask you something?" then pause and deliver the question slowly in a lower tone. It makes the prospect feel heard and actually listen.
Salespeople often fire questions too fast, steamrolling prospects. Try asking permission first with "Can I ask you something?" then pause and deliver the question slowly in a lower tone. It makes the prospect feel heard and actually listen.
A lot of salespeople are like, hey, let me ask you a question. And then they ask the question. They just steamroll. What's going on in that prospect's mind is like basically you just gave them no choice. But if I lean in, I'm like, can I, can I ask you something? You always be like, yeah, what's going on? And what I just did there is I triggered your brain to be like, wow, it must be something really important. So when I start to ask you, you're hanging on to every word. Can I? Can I ask you something? And I lower my tone rather than let me ask it and then ask it where I'm bulldozing you, where they don't listen to you. I'm slowing down the cadence. That's just a little example of what we call verbal pausing, which breaks the pattern.
