Salespeople rely too heavily on scripts and mirroring, which makes conversations feel like interrogations. Instead of repeating back everything a prospect says, use casual bridges like "Oh, really?" to move naturally between questions and keep them talking.
If a prospect says, "Hey, enough with the questions. Can you tell me how much it's gonna cost?" I tell you if I'm interested. The reason why is they feel like you're interrogating them because when you ask questions, you sound like you're reading them from a script or they're rehearsed. It doesn't sound like you're in a conversation with them. I see a lot of salespeople do this. They'll ask a question, the prospect answers, and they're like, "Okay, cool. Right, right, right. What I think I'm hearing is," and they repeat back what they said. Do your friends repeat back everything you say when you're talking to a friend? No. Because that would sound weird. It'd sound like a salesperson mirroring them all the time. It's okay to mirror here and there, but if you're doing it like every other answer, it doesn't sound like a real conversation. Prospect's guard goes up. Has to sound like a real conversation where you're bridging from question to question using verbal cues that sounds conversational. And how long has that actually been going on for? Oh, really? Now, does your boss actually know about that? See, I'm bridging with that verbal cue. Oh, really? Does your boss actually know about that? Rather than saying, okay, cool, gotcha. Does your boss know about that? Sounds weird.
