If you have been in sales for any length of time, you’ve probably encountered a situation in which you’ve asked a prospect a question and received only stony silence in return. I know it’s happened to me.
Unfortunately, many salespeople allow these occasional situations to influence their future behavior, and this can have a negative effect on their results.
I recently overheard a seasoned salesperson question a prospect about a certain aspect of his business. When the prospect gruffly replied, “That’s confidential,” the salesperson immediately backed off and avoided asking any questions related to that issue for the rest of the call. When I later suggested an alternate approach to getting the information, the salesperson exclaimed, “No way! Not after the way he responded.”