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A conversation with your prospect. Maybe was referred to you. Maybe found out about you some other way. And you ask: “Will it help if I send you these? (your docs, slide deck, presentation, technical info, etc.)” Your Yes/No question gives them no alternative. If they wanna be polite, all you’ll hear is “Yes” (a fake Yes). You’ll get excited because you got it. Now, you got your foot in the door and it’s only a matter of time before the big purchase comes. You convinced them. Just a matter of time. And you wait, and keep waiting. Here’s what happened: their only way out of the conversation was a Yes. They didn’t want to hurt your feelings. And everybody left the conversation with no guilt nor hurt. But what if you asked for their permission to find out what would actually help them? It could be you —in the ideal fit. It could be saying No to them. It could be something for free. It could be referring them to your competitor. For all of it you need to listen. Not to respond. To understand. What if you shift your question to “How could I help you get to ______?“ |