Proverbs 10:19

Proverbs 10:19 

When words are many, transgression is not lacking, but whoever restrains his lips is prudent.

Christian Based Selling

On this blog we have explored the importance of being open and honest in our communications with prospective clients.  However, that does not mean that we do not need to be thoughtful in how we answer questions and articulate our value propositions.  A critical element of our craft is the ability to control our tongue!    

When a prospect asks us a tough question or for specifics about our capabilities we need time to process what is being asked within the context of what we've learned in the conversation.  Rather than just start talking, it is best to ask a qualifying question to buy some time to formulate our best possible response and perhaps gain additional insight.  A basic example  of this would be to say, "That's a great question.  Before we answer, can you tell us why that's important to you?"  

I'm sure this technique is not new to you.  My goal is to simply remind us that we live and die by our words in our profession (and in our personal life too).  The problem we encounter after some years of selling the same product or service is that we recognize patterns in our prospects and start making assumptions about thier needs and concerns.  We stop asking questions and start talking too soon and too much.    

Have you caught yourself or your pursuit team talking too soon or too much?