Do you want to be in control of the conversation?
Listen. Listen. Listen.
When you listen, you pull people towards you.
When you talk, you push people away from you.
When a prospect voices any objections, don’t jump at the mouth and start talking.
Start by asking clarifying questions, even if you are 99.99% sure that you know the answer.
Listen to what they are saying (and what they are not saying).
Usually, the prospect knows that their objections are not really true.
By asking tough questions you put them in a spot.
They feel accused.
Then they pull away from you.
That’s why listening is so important.
When the prospect feels validated, they are more likely to listen to you.