How to Control Sales Calls by Deflecting Questions

TL;DR

To maintain control during sales calls, deflect questions from prospects by acknowledging their inquiries and explaining why you cannot answer them yet. The person who asks the questions holds the power in the conversation, so it's essential to gather information about the prospect before pitching your solution. This approach helps avoid objections and ensures a better outcome for the salesperson.

Transcript

hey everyone it's charlie morgan here and i wanted to record a real quick video on how to deflect questions uh that you might face on an initial sales call um basically the person who asked the questions on a sales call holds the power in the conversation and the person who holds the power of the conversation is typically the person that's going to... Read More

Key Insights

• ⛹️ The person who asks the questions holds the power in a sales call.
• 👨‍💼 Prospects often want to gather options and feel secure in their business.
• 🎮 Deflecting questions can prevent objections and maintain control of the call.
• 🉑 Providing a reason for not answering immediately increases the chances of the prospect accepting it.
• ⁉️ The habit of immediately answering questions stems from childhood conditioning.
• 👻 Deflecting questions allows the salesperson to gather information and tailor their approach.
• ⁉️ Acknowledging and complimenting the prospect's question before justifying not answering immediately is an effective strategy.

Questions & Answers

Q: Why is it important to hold the power in a sales call?

Holding the power in a sales call allows the salesperson to guide the conversation and increase the chances of achieving their desired outcome.

Q: What do prospects usually want from a sales call?

Prospects often want to gather options and feel secure in their business. By providing them with an option, even if they don't ultimately take it, the salesperson can satisfy this desire.

Q: What should a salesperson do when a prospect asks questions during the sales call?

The salesperson should acknowledge the question, compliment the prospect, but justify not answering immediately to maintain control of the conversation and gather more information.

Q: Why is it important to deflect questions and not answer them immediately?

Deflecting questions prevents the prospect from taking control of the call and potentially causing objections. It allows the salesperson to stay in control and tailor their pitch effectively.

Summary & Key Takeaways

• The person who asks the questions holds the power in a sales call, determining the outcome.

• Both the salesperson and the prospect have different desired outcomes for the call: the salesperson wants a close, while the prospect wants an option.

• Deflecting questions can prevent objections and maintain control of the call, allowing the salesperson to gather information and tailor their approach.