In sales, pushing too hard to convince a prospect often creates resistance. Instead, guiding the conversation with insightful questions allows them to uncover their own needs, leading to stronger engagement and buy-in.
The key isn’t persuasion; it’s alignment. When you lead a prospect toward self-discovery rather than telling them what’s wrong, you shift from being a salesperson to a trusted advisor.
Try asking, “How do you currently address [specific business challenge]? What outcomes have you seen?” This approach fosters a collaborative discussion rather than a defensive reaction. After all, people rarely argue with their own conclusions.
So, are you leading the conversation or unknowingly creating resistance?
