What's the secret to engaging with prospects during sales calls?
Top Performers Receive 40% More Questions During Discovery and 43% More Questions During Presentations
According to recent research, top-performing sales representatives are receiving far more questions from prospects during the discovery and presentation stages than their average-performing peers. In fact, the study found that top performers are receiving 40% more questions during the discovery stage, and during presentations, they are receiving 43% more questions.
The study analyzed sales calls from a variety of industries and found that top performers were more likely to ask open-ended questions that encouraged prospects to share their pain points and needs. As a result, prospects were more likely to engage in a deeper conversation and ask follow-up questions, leading to a higher likelihood of closing the deal.
One theory behind this phenomenon is that top performers are better at building rapport and establishing trust with prospects, which leads to a more conversational and collaborative sales process. By asking open-ended questions and encouraging prospects to share their thoughts and concerns, top performers are able to demonstrate that they understand their prospects’ needs and can offer a customized solution.
In addition to receiving more questions from prospects, top performers also tend to ask more questions themselves, further demonstrating their commitment to understanding the prospect’s needs and pain points. This approach can lead to a more effective sales process, as both the prospect and the sales representative are working together to find the best solution.
While speaking slower and receiving more questions may seem counterintuitive to some, it highlights the importance of active listening and clear communication in the sales process. By speaking at a measured pace and encouraging prospects to ask questions, top performers are able to better understand their needs and tailor their approach accordingly. As such, sales professionals looking to improve their performance may want to consider adopting similar strategies to enhance their overall communication skills.