When we are prospecting by phone, one of the most common dismissals we hear is for the prospect to say, “I’m familiar with what you do and we don’t need any of that product/service now.”

We’re left with the feeling that they actually probably don’t have the slightest idea what we’re selling. Frequently we’ll respond to this dismissal by forcefully trying to tell them about all the added value our company brings to the table.

The prospect becomes even more disinterested at this point, but there is a very effective and simple way to handle this situation by using the following question:

“Just so I can be sure we’re talking about the same thing, would you tell me your understanding of what my company does?”

Not only does this question pour water on the dismissal, but it gets the prospect talking. Note that this question is an open ended question which is effective at getting information from prospects and building relationships with them (our two main goals when prospecting).

Yes, I know, this question could potentially be viewed as a little offensive by the prospect. Your tone of voice and demeanor can soften how it comes across over the phone.

We all know that it’s easier for prospects to blow us off on the phone versus when we’re face to face with them. The prospect has already dismissed us when they tell us they know everything about us and don’t want any of what we sell. We really have little to lose by trying this effective response.

©2010 Scott R. Sheaffer

Related posts:

1. Are You Asking This Powerful Qualifying Question?
2. A Question That Gets Even The Grouchiest Prospect Talking
3. Two Powerful Questions to Identify Decision Makers

Tags: Prospecting, prospects, questions

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