April 15, 2024

When Is The Best Time To Ask A Question?

Answer: After you have agreed with the answer from the client, even if it’s wrong.

One of the biggest challenges salespeople face, lead generators and SDRs is when the client is certain that what they have whatever solution or product they have in place is doing the job and can’t see the point of changing let alone meeting to discuss what could be a better solution.

Feeling like your sales calls are stuck on repeat? Prospect eyes glazing over as you describe yet another "perfect solution"? We've all been there.

Think of your current approach. Is it a one-size-fits-all pitch you throw at everyone, hoping something will stick?

The consequences?

-Wasted time
-Burnt leads and opportunities
-Poor engagement
-Reinforcing poor attitudes and habits in the salesperson or lead generator where they start to treat this as a numbers game.

The problem is when you don’t understand the psychology of why a person won’t consider even a conversation is because they have a BELIEF that is difficult to move. The thing is most beliefs aren’t based on truths.

Beliefs are very powerful. Even when training the telemarketing team at Namoli and them accepting and trying the new long script took a change of belief on their part.
The results speak for themselves.

The communication strategy for speaking to clients who have a set viewpoint is very deliberate and takes repeated practice, especially remembering to use TAGs like doesn’t it, shouldn’t it at the end of a question. When you become masterful, you can use them in the middle or at the start of a question.

Remember, engagement is key
In this training the telemarketers learnt how to:
- Use tonal shifts
- Deliberate pauses
- Active verbs
- Humour

You have to have the mindset that you are delivering an Oscar winning script so ditch the monologue, embrace the dialogue.

Objections are your friends. They reveal deeper needs, a chance to co-create solutions and build trust. Listen, acknowledge, then work together to bridge the gap. This collaborative approach builds loyalty and turns prospects into interested potential clients.