Conversations in daily life aren’t linear – people often digress, meander, and create a loop. According to Professional Development Consultant Hamish Knox, sales conversations should be the same way.
“It typically takes three or more questions to get to the real issue your prospect wants to solve,” Knox writes. “The cure for straight line selling is to treat an interaction with a prospect like you would a conversation with a friend or family member.”
Remodelers and salespeople should still be wary of going too far off topic and tire the prospect. Instead, make sure you loop back to clarify your prospect’s statements.
Read more about holding a sales conversation at Sandler.