NEVER answer Question at face value

Prospect: "Where are you based?"

Rep: "We're in Peterbrough."

Sales meeting continues...

Rep sends proposal to follow up.

A week passes.

The response eventually comes back.

"We've decided to go with Company X...the CEO prefers to work with a provider in London. Thanks for all your help. Keep in touch."

Spot the problem?

Answering a question at face value without understanding the intention behind it.

Instead, try this:

Prospect: "Where are you based?"

Rep: "Oh, why do you ask?"

Prospect: "Our CEO prefers to work with suppliers in London."

Rep: "Interesting, why is that?"

Prospect: "I guess he likes to have peace of mind you're close by."

Rep: "OK, but just so you know - we do everything remotely."

Prospect: "You do? Oh I didn't realise that - thanks for clarifying."

Sales meeting continues...

...

Following week, the contract comes in.

Never answer questions at face value.

There's almost always a hidden intention beneath the surface.

And it's your job to clarify and get to the truth.