Why are your deals ghosting you after a great first meeting? Because you missed the crucial step: securing the next meeting while the energy is high.
Elite sales pros understand that buying decisions are more emotional than logical. Ditch the generic, fact-based questions and opt for evocative, storytelling prompts.
Try this instead: Don’t ask, “What’s your biggest pain point?” Ask, “What is that one thing in your business that truly makes you want to pull your hair out?” This question bypasses logic, elicits a story, and reveals the emotional stakes you need to solve.
Furthermore, master the art of silence. When you ask a deep question, resist the urge to fill the gap. Give the prospect time to think and respond thoughtfully.
Finally, never end with “I’ll follow up.” Instead, recommend the logical next step (e.g., a technical deep dive) and send the calendar invite immediately. Take the lead, or lose the deal.
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