30d • Sales and negotiations
When you give any information to a prospect, do not end things without suggesting a direction forward
Providing information to a prospect should be done with a purposeful aim. There should always be a reason why you are sharing something. I know this seems obvious, however everyone has probably had another person share something with them that seems to have no significance. If you do this when selling, you could lose the sale right then and there. And it is just not about the point that you are trying to make. It is about how you end your statement with something that provides a direction for the conversation to move towards. For example, you could tell a prospect, "You mentioned wanting peace of mind when you purchase a product, and this product happens to offer the industry's best warranty. Do you have any questions about that?" The warranty's advantages have been purposely left open to see what questions the prospect asks.
Also, information was just not given and abandoned, such as saying something like, "You mentioned wanting peace of mind with this product, and this product happens to offer the industry's best warranty," and stopping there. If you do not suggest where the conversation should go after you finish your point, the prospect could potentially try to steer the conversation to places that you might not want to go at all.
Therefore, consider always ending any giving of information with something like, "Do you have any questions about what I just shared with you, " or "Have I explained the process properly?" Each of these ending questions can help move the conversation towards a direction that covers things that you would like to discuss.
Even though this seems like a simple and possibly inconsequential way of capping off the giving of information, because it might merely seem like an attempt to influence where things go next, saying something like the examples given here could make the difference between a conversation staying on track versus meandering wherever a prospect's whims take things next.
Strive to always end with a suggested way forward, and as a result, your ability to help more people buy your product could reach a whole new level.
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When you give any information to a prospect, do not end things without suggesting a direction forward
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