One thing I’ve noticed in sales is that what you say matters less than how you listen.

When a prospect describes their challenge, most salespeople jump straight into a solution. But sometimes, the better move is to stay with the problem a little longer dig in, reflect back what they said, ask clarifiers.

Here’s a mini framework I use:

Let them talk ask open questions

Repeat back what you hear, especially the emotion (“It sounds like you felt frustrated when…”)

Ask one deeper question (“What’s been stopping you from solving this before?”)

Once they’re clearer on their own pain, offer the next step

When you spend more time understanding, your suggestions land stronger — they don’t feel like you’re pushing, but like you’re helping.

If you’ve used this before, how did you phrase that deep question that broke through?

0 comments

The Sales Dojo

skool.com/sosdojo

The Sales Dojo gives you live coaching, objection-handling skills, and proven scripts to close with confidence. Join The Dojo and level up!

Leaderboard (30-day)