Benefits of Having Concise Transition Questions
In recent blogs, you have probably noticed people writing about the art of how we peak prospects interests. I think it's pretty clear how important the first couple of seconds of the conversation are. Knowing how to sit back and drive it home through your teleprospecting efforts is a different story.
For example: In Craig's recent blog, he talks about when you get someone live and 30 seconds into their lengthy elevator pitch your opportunity is dead because you have wasted their time by talking too much. Blah! blah! blah!
So... how the heck do we keep this conversation alive if we only have a couple of seconds to speak (and we can't stand in front of them and make them listen to what you have to say!)?
My colleague, Nicole and I have been debating about what makes a great teleprospector and one of the attributes we came to agree upon is how they handle their conversation. In previous blogs we have stressed the importance of a clear purpose of your call; more importantly, how this needs to be followed by a compelling transition question.
Two benefits of having a clean and concise transition question?
- We will know exactly when to follow up and how they are feeling about XYZ and be able to establish a relationship if this is too premature
- They will be more willing to give information and be comfortable taking an appointment or move to the next steps.
Asking a clear transition question will open up the doors of communication and to get the prospect talking about what pains they are experiencing on a daily basis and how they feel about the XYZ solution they are using right now.
We do this to eliminate two things - awkward moments and simple yes or no answers.
This will allow the teleprospector to think beyond the simple premise of needing an active project to be considered a qualified lead. This will allow us to collect more detailed information around their environment.
What do you think?