Be uniquely present when talking to a prospect. When you’re able to focus and listen without interruption, you earn their trust, and make them feel heard. You also encourage them to open up about circumstances that can inform your price negotiations.
Find empathy to make connections
Connect with a prospect by making them afghanistan phone number list feel included, appreciated, and heard. Empathy is about being committed to fully understanding someone’s experience. It requires a conscious effort at understanding their circumstances.
Ask open and closed-ended questions
Open-ended questions require salespeople to actively listen to prospects, while closed-ended questions force prospects to answer — succinctly. The former should be used to collect information about need, circumstances, and challenges. The latter should be used for black-and-white questions.