• No products in the cart.
  • No products in the cart.
Back To Top
Image Alt

Owning the Conversation

Owning the Conversation

Stop trying to respond to buyers’ questions as if you’re seeking a good score on the SATs or taking an interview for grad school. Change the conversation toward the direction you need to close business.

For example, once you explain what you can do for clients, and you’re sensibly asked, “How do you do that?” respond: “Instead of talking theoretically or about another environment, why don’t we talk about what I can do specifically for you? What are your greatest priorities in this area?”

Once you delve into your methodology in response to “How?” you might as well go home, because you’ve gone down the rabbit hole. Stay above ground, and turn the conversation back to the buyer’s needs.

© Alan Weiss 2016

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Comments: 1

  • LInda Loftus

    June 4, 2016

    I concur. Rather than HOW stay focused on their WHY? The client may not fully understand their own WHY until the third ‘WHY is that important?’ Question. Keep digging. Good read.

Post a Comment

This site uses Akismet to reduce spam. Learn how your comment data is processed.