30 Minutes to President's Club | No-Nonsense Sales #208 - NEVER Answer A Question Before Doing This
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Sep 29, 2023 In this podcast, they discuss the importance of understanding the intent behind prospects' questions in sales calls and how misinterpreting a question can negatively impact a deal. They also talk about a framework for calibrating answers and the benefits of using this approach.
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Intent Matters More Than The Surface Question
- Answering a prospect's surface question can hurt your deal if you miss the intent behind it.
- Misreading intent often leads to over-answering, under-answering, or framing your product poorly.
Law Firm Reporting Misstep
- Nick recounts selling accounting software to a law firm where he assumed attorneys could see financial reports.
- That mistaken assumption introduced friction because the firm actually restricted those reports to executives.
Calibrate Before You Answer
- Tell the prospect you will answer but first ask a clarifying question to uncover intent.
- Use a short calibration line to get the real reason behind their question before diving in.