I work in Hollywood where people have mastered the art of deflecting questions. But you are right, if I really listen to not only what they ARE saying as well as what they are trying not to say, it’s easy to find more questions that will lead to a conversation.

[Reply]

Carolyn Herfurth Reply:
October 12th, 2010

Jenifer – Aha! Those physical clues can be so helpful, can’t they? Thanks for sharing. What a great example!

[Reply]

Asking questions and listening is very important indeed and people might even remember you as a interesting person, good for conversation etc. but depending on your field as soon as you get to whatever might smell even remotely like “sale” they tend to shut down instantly…. so it might be necessary to do the “asking”-conversation a couple of times before thing of “sale” ?!

[Reply]

Carolyn Herfurth Reply:
October 14th, 2010

Aha. Interesting point. I can’t claim to know the intricacies of all fields, but would agree that there are certain situations where you need to “build” trust in order to gain the right to ask for the business.

However, if you’re asking thoughtful & thought-provoking questions, I would argue that you can minimize the distance between sales conversation and close!

Thanks for your perspective!

“10 Things to Never Ever Say on a Sales Call” is on its way! I hope you’ll come back to share your thoughts & questions again.

Carolyn

[Reply]

It is such a great reminder to let the client do the talking… it is so easy to want to tell my story and it is really all about their story. Love it, keep it coming!

Thanks Carolyn!
Dawn

[Reply]

It is always nice to be reminded that we need to ask questions to build a relationship before blasting with the sale’s pitch

[Reply]

So much of the “sales mind set” for me is overcoming old “poor quality” experiences of being “sold” when I later wished I’d said no. I am working to switch out the “selling” model to a “serving’ model and what you are teaching is definitely the “serving” model. Thanks for the reinforcement.

[Reply]

Carolyn Herfurth Reply:
July 1st, 2011

That’s a common story, Nancy. Isn’t it refreshing to know it doesn’t have to be done that way? Thank you for sharing!

[Reply]

you have to “hear” what they want, not just listen

[Reply]

Carolyn Herfurth Reply:
August 14th, 2011

You’re right, Deanna. There’s definitely a distinction between the two.

[Reply]

Carolyn Herfurth Reply:
August 20th, 2011

So true, Deanna. So true!

[Reply]

Great reminder–Questions to learn, then active listening!! Sounds easy, but ez to fall back in to the ‘blah blah’ comfort zone!!
Thanks Carolyn!

[Reply]

Carolyn Herfurth Reply:
August 14th, 2011

If you saw last week’s post about What’s your peanut butter?, I would venture to say that many people’s “peanut butter” is just that. Talking instead of listening. Thanks for bringing it up, Cindy.

[Reply]

Carolyn Herfurth Reply:
August 20th, 2011

Oh my, yes Cindy! The “blah blah” does no good because “telling ain’t selling”.

[Reply]

Asking questions would be a good strategy for me. I tend to be frank and to the point, so I’m not particularly talkative anyway. Asking questions gets THEM to do the talking.

[Reply]

Carolyn Herfurth Reply:
August 22nd, 2011

Oh, yes it does, Roxann. Questions take the spotlight off of you and put it where it belongs… on your prospect. Let me know how it works for you!

[Reply]

Thank you Carolyn for the don´t blah blah – that´s what many sales people do.

I think the most important thing in a conversation is to listen very carefully. And then from time to time to repeat in my own words what the other person said.

Then we can ask the right questions to digg deaper.

[Reply]

Carolyn Herfurth Reply:
October 27th, 2011

Yes! That’s the key to building understanding and trust, Carolina.

[Reply]