John WetmoreSales and Scaling Coach for Small Business and Corporations. Keynote Speaker. Podcast Host. Life Insurance Leader.

The Power Of Asking Questions To Guide Conversations In Sales

Name: The Power Of Asking Questions To Guide Conversations In Sales
Uploaded: 2024-01-26T02:00:07+00:00
Duration: 37 s
Channel: John Wetmore
Description: In this segment of John Wetmore's sales coaching video, the speaker explains how to handle customer objections by avoiding direct confrontation and…

26 Jan 2024 · 1 min

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In this segment of John Wetmore's sales coaching video, the speaker explains how to handle customer objections by avoiding direct confrontation and instead using strategic questions. He advises salespeople to subtly revisit the prospect's earlier statements or stated problems, asking clarifying questions that lead the prospect to reaffirm their own needs. By referencing prior remarks (e.g., a personal situation) and asking targeted follow‑up questions, the salesperson can guide the conversation back to the solution without the prospect feeling challenged. The approach emphasizes listening, reframing objections, and delivering the intended message after the prospect has been led to a self‑generated answer.

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And if you get an objection, you don't just beat them up. Yeah, does that make sense? It's like you kind of half ignore it and ask a couple questions, or you go back to maybe what they told you their problem will be. You kind of go back. If you're asking the right questions, you get the answers. You get an objection, you can go, but hey, didn't you say— yes, you know, if Bob died, you'd have to move to Kentucky with your parents? That's a way to go, are you serious? Yeah, like, you can't say no here. You need it because it's a— and then if you And once you ask the question, then certainly you can deliver the same thing you want to say. You just can't deliver that first. Yes. And so on the agent side, for me, it's the same thing.