Short excerpt of a sales-training talk arguing that salespeople should speak less and ask more questions. The speaker claims questions prevent objections and lead prospects to self-persuade, shaping an identity of a buyer who takes action and invests in improvement.
The more you say on the sales call, the more likely it is you scare off the customer. You see, everything you say is something that they can object to. But if all you ask is questions, they can't object to questions. Because this is the game in sales. It's not trying to convince the customer to buy from you, but it's trying to get them to convince themselves to buy from you. And if you ask the right questions, then their answers are going to program their mind in a way where they can't help but take action at the end of the call. Because. Because the identity that they've formed for themselves is somebody who takes action. Somebody who takes steps and invests in themselves to make their life better or make their business better. It's not somebody who just sits on the sidelines and waits around for the perfect time or something cheaper to come along.
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