There’s a distinct difference between what a prospect tells a salesperson and what they tell themselves. Today’s prospects are guarded. The average prospect, or human for that matter, is afraid to come out and say what they really need. They fear that if they are honest and up front, they will be exploited and taken advantage of.
Your job as a salesperson is to listen to what the prospect thinks, not what they say.
If you want to close more sales, you’ll need to uncover the conversation inside the prospect’s head, not the one coming out of their mouth. You can do this by simply asking questions.
Before you approach anyone to sell, you need to have a pre-written list of questions you ask them. These questions should be leading, open-ended and universally apply to every prospect you come across.
In this video, I’ll explain what I call “sub-surface selling” and how you can leverage it to close more sales with ease.