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Deals Die In The Details

Name: Deals Die In The Details
Uploaded: 2025-09-15T17:10:00+00:00
Duration: 28 s
Channel: Shanli Liu, CPA, CTP
Description: In this sales‑training segment, the speaker warns that providing "blind answers"—generic responses to prospect questions—creates a high‑risk situation…

15 Sept 2025 · 0 min

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0:28

In this sales‑training segment, the speaker warns that providing "blind answers"—generic responses to prospect questions—creates a high‑risk situation that can derail a deal. Instead, the speaker advocates asking a clarifying question that mirrors the prospect’s original query (e.g., asking "how many days a week are you looking to be open?" when the prospect asks about operating days). This technique lets the salesperson gather precise information, then tailor or frame their answer to align with the prospect’s needs, thereby increasing the probability of closing the sale.

Details are death traps. So if someone says, hey, how many days a week are you open? I call that a blind answer. So it's basically you rolling the dice that whatever you say is the right answer, which you never want to do as a salesperson. What I train our team to do is ask a question about their question. And so we say, oh, well, how many days were you looking for? Or what days a week do you need it to be open? Right? Because now, based on their answer, I can then hedge or frame my answer in a way that increases the likelihood that we close.