By asking the right open-ended questions, you can naturally drive the conversation in your desired direction. But the trick is to listen to their answers truly. Don’t think about the next question you’ll ask while they’re talking, just listen and jot down anything useful. Then, you can use that to fuel the next question.
Pro Tip: Check out our list of 40 open-ended questions. Pick out a few you think would work best with your target customer. Test them out, then add the ones with the best results to your script blueprint.
18. Embrace Silence
After you’ve delivered your opening line or any other question, embrace the few seconds of silence that can come afterward. Your instinct might be to fill the void with another question or value statement, but that won’t help.
Silence is not only a powerful move, but it also indicates that you’re listening and awaiting their response. It shows that you want to know and care about what they have to say.
Pro Tip: Pause after each question you ask. Resist the temptation to fill the air. Give ‘em time to think.
19. Don’t Pitch Too Soon
It’s common for newer salespeople to jump into a peru telegram data pitch early on in the conversation. They think that’s what “selling” is. However, we seasoned vets know that selling is more about developing rapport, listening to your prospect's needs, and then tailoring your pitch to them.
Pro Tip: Wait until you’ve uncovered at least one key need before jumping into a sales pitch. Center your pitch around that need.
If you want to keep your prospect’s attention on this short call, you shouldn’t waste any time on unimportant details. Focus on the pain that your solution can relieve, rather than the features it provides.
It’s the classic “sell the benefits before features” adage from the sales world. Hook them on how you solve their pain, then reel them in with the specific features or solutions you provide later on.
Pro Tip: Check out our in-depth guide on finding customer pain points to learn more.
21. Value Before Price
You’re bound to get asked, “How much will this cost?” early and often in your cold calls, but you never want to talk about price before you demonstrate the value you're offering. Proving the value first justifies the price later.