Growing up, our parents taught us not to constantly ask the questions we really wanted to ask.
For example, let’s say you weren’t allowed to drink soda before dinner, but you still asked your mom if you could. The answer was a firm “no”.
As time went on, you realized that the answer was always going to be “no”, so you then started asking your mom SAFE questions like, “what time are we having dinner?”
Fast forward to today - you and your prospects are doing the same thing. They are likely asking you surface-level questions that may actually mean something different.
For example:
- “What companies have you worked with?" likely actually means something like: "Will you give a small company like us as much attention as you give your big accounts?"
- "How long have you been in business?" likely actually means something like: "We are looking for a new, innovative company that has new ideas that can grow our business. Are you up for that challenge?"
There’s always a reason as to why your prospects ask their questions. You must first answer the real question, and then find out the reason as to why they’re asking.
If your'e interested in learning more about how to dig deep and discover what your clients are REALLY asking you, then you may want to attend an upcoming class.
Click here for more information.
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