Salespeople often rush to present a solution after hearing a surface-level problem, which leads to ghosting. Asking simple, open-ended follow-ups like "Interesting, tell me more" or "Is there anything else?" forces the prospect to reveal the true impact and urgency of their issue, building a stronger case for your solution.
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To uncover the true reason behind an objection, frame your follow-up question as a benefit to the prospect. Using the phrase 'just so no one else cold calls you again' reframes your request for information as a service, making them more likely to open up.
The desire to appear intelligent causes founders to avoid simple questions and instead anticipate needs. This leads to incorrect assumptions. Asking basic, even "stupid," questions like "Why did you take this call?" is the key to understanding the customer's real needs and ultimately closing the deal.
Instead of rushing to fill a quiet moment with a pitch, deploy the phrase "I'm so curious about..." to prompt the buyer. This simple, disarming line invites them to elaborate on a point, turning a potentially awkward pause into an opportunity for a more natural, flowing conversation and deeper discovery.
Instead of asking standard discovery questions, top performers pose strategic questions that require joint exploration. This shifts the dynamic from a sales pitch to a collaborative problem-solving session, creating a deeper partnership and revealing unforeseen opportunities that standard questions would miss.
A breakthrough for new salespeople is changing their mindset on initial calls. Instead of trying to immediately find a problem to sell against, focus on making a human connection and leading with genuine curiosity. This approach lowers pressure and fosters a more collaborative discovery process.
When a prospect gives one-word answers, repeatedly and politely ask "Can you give me an example of that?" or "Can you be more specific?" This simple loop forces them to move from vague statements to the concrete details needed to build a case for your solution.
To sell effectively, avoid leading with product features. Instead, ask diagnostic questions to uncover the buyer's specific problems and desired outcomes. Then, frame your solution using their own words, confirming that your product meets the exact needs they just articulated. This transforms a pitch into a collaborative solution.
If prospects seem engaged and agree to follow-ups but then disappear, it's a strong indicator you're "pushing" a solution they don't truly need. In their mind, they don't understand how your product solves their prioritized problem, even if they were polite during the call.
Instead of pitching a customer, ask them, "Why did you decide to get on this call?" and "Why now?" This forces the prospect to articulate their own pain and why they believe you are the solution, reversing the sales dynamic and revealing core buying motivations.
Prospects often ghost because their internal priorities shift. To prevent this, don't just ask why a project is important now. Proactively ask, "What would cause you not to pursue this?" This negative qualification uncovers potential roadblocks and reveals the true level of urgency and executive commitment behind the initiative.