Our instinct to gaining a new paying client during the sales conversation, subconsciously directs our thinking to keeping the sales conversation constantly moving forward — so we don’t lose momentum, ending in losing the potential client.
So, when an initial sales conversation with a prospect runs out of steam, and feels like it should reach some kind of conclusion, we often fill that awkward moment with: “Do you have any other questions I can answer for you?”.
That prompts them to respond along these lines of: “No, I think that pretty much covers it… thank you for your time”.
At that point, you might feel a sense of relief that you avoided an awkward moment that would’ve left the conversation on a cliff hanger.
In this month’s Stump The Guru show, I’ll be talking about How to End the Sales Conversation, Without Ending The Sale.
