WEBVTT

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I know that probing is critical in
developing a strong value proposition

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so I do ask a lot of questions.

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But the problem is, the key stakeholders
often don’t want to give me

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straight answers, or they
won’t answer me at all.

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You know, I don’t think that I’m
being pushy, but maybe I am.

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So do you think I should
change my approach?

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When the deflector shields go up it’s a
strong indication that your questions

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or how you’re asking them are a
bit threatening to the prospect.

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Always use a conversational,
friendly approach

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and begin with the least
threatening questions.

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For instance, you wouldn’t ask
the prospect who signs the PO

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before asking a preliminary
question such as,

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“Could you explain your
vendor approval process?”

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Remember that your questions must be appropriate
and justified from the prospects point of view.

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Take a few minutes to sit down and

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list the questions you need to
ask during a typical sales cycle

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then arrange them in order from the
least threatening to the most detailed.

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An exercise like that

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can help you see why the deflector
shields have been going up so quickly.