The biggest killer of conversations and potential deals...

is when a salesperson doesn't respond in context to what is being said.

They're on their own agenda.

With their self-serving list of 'perfect' questions.

Prepared questions aren't inherently a bad idea, but you need to know when to bring them in, and they should only ever serve as a 'guide' and not a script.

I'm sure we've all been on the end of someone's rigid list of questions at some point.

And we all know how that feels.

In this situation said salesperson loses all...

- credibility

- trust

- relatability

- integrity

They come across like they simply don't care.

There's no empathy, understanding or evidence they've listened to a single word that's been said.

They may respond with something meaningless like 'perfect'...and then move to their next question, completely out of context.

A complete jarring in the conversation.

As a buyer you're literally being 'processed'.

But this is where the sales process will stop.

It's the biggest turn-off.

Ask yourself - 'when did you last go and meet a friend with a list of prepared questions?'

Answer - Never.

So stop making your sales conversations so artificial.

As you would with a friend, all you need to do is:

*Listen intently and really care about the response*

That's it.

And begin asking questions based on the answers you hear. This is something you can't prepare and can only ever come in the moment of organic 'human' conversation.

Obviously you need to know what you're looking for - i.e. problems & pain you solve for - but by taking this approach your conversations will start to have that natural flow.

They will become authentic.

And it may just change everything.

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