A salesperson shares a tactic: repeat the last three words of what a client says back as a question. When someone says "We're happy with our system," you ask "Happy with your system?" They'll keep talking and reveal what you need to know.
Here's a simple sales phrase that can get your clients to reveal everything. If you've got a client that's not opening up and the conversation is slowing down, but you need them to talk more and get more information, just repeat the last 3 words of the sentence they just said back to them, and that will prompt them to keep speaking. A good example of this is they say, "We're pretty happy with our system at the moment." You say, "Happy with your system at the moment?" That then enables them to elaborate. They're gonna need to fill the next response. The key as a good salesperson is keep the prospect talking. You wanna information gather as much as possible so then you can actually address the problems and concerns from what they've described. This is the way to keep a client talking.
