Proverbs 18:23

Proverbs 18:13  
 
If one gives an answer before he hears, it is his folly and shame. 
 
Christian Based Selling: 
 
The Bible warns us that rushing to answer [ a question ] before we hear is foolish. In professional sales we need to make sure we understand the needs of a prospective client BEFORE we start answering questions about our solution. When a prospect asks questions before we have developed a good understanding of the current situation, we need to acknowledge the question and let them know when we will cover the topic in the agreed upon agenda.  
 
Once the qualifying process is complete and Q&A is underway we still need to be an active listener in regard to the questions being asked. It is important to make sure we understand what is being asked and why that is important to the prospect. We also need to draw out what I call unspoken objections. These unspoken objections are revealed in nonverbal cues and it is the role of the sales professional to spot these and ask questions to get their concerns out on the table.
 
When we are mindful of seeking to understand the true needs of a prospective client then we are able to determine the fit of our solution and accurately forecast our probability of a win.  
 
Are you listening closely? Are you and/or your team answering questions to soon?