Some calls do not go according to your plan. Maybe you faced an unexpected challenge or objection that took you off course. How might you “recover” and continue moving forward in the conversation?
Stay curious
When/if you get stuck, “backup” and get into listen and learn mode. It will provide some information and give you some time to think. Some sample questions...
How does your decision process work?
Why has this become a challenge?
What is causing this delay?
What are logical next steps from your perspective?
Check the questions you prepared
While you are taking notes, take a brief look at the questions you prepared...this might help shake you loose.
Navigate
Use the information you gathered from the questions you ask to help adjust your approach and prioritize action items. You are now more likely to be moving this opportunity forward!
Marc Kitz, Sales Coach
860-836-8979
Checkout my Sales Coaching blog - https://marckitz.com/