Getting a prospect to the deeper layers is easy.

Yet so many sales pros overthink it.

They get in their heads about what to say, use these long and complicated lines, and the prospect either gets confused, or they get the 'ick' we get from slimy salespeople.

It all starts with the problem or goal that they identify.

For example, let's pretend that you're selling an investment opportunity and the prospect says they want generational wealth.

You're not going to hit them with a corny line right away such as:

"What would that do for you………………….. personally…………

You don't even understand what generational wealth means to them at this point.

How it looks through their eyes.

And, most importantly, what kind of impact that will have on their life and those around them.

This is where we employ Prompting Questions and Encouraging Statements

Prompting Questions

• When you say x, what does that mean?
• Mirroring - saying back the last few words they said as a question
• Help me understand, you mentioned x…
• Oh so when you said x, you meant?
• Can you give me an example when?
• What's the main reason you x?
• Reason being?
• Which would allow you to?
• Is that the main reason?

The purpose of these are to get layers deep.

See the issue through their eyes.

Then help them unpack the 5-7 layers beyond that which are the true motivating factors.

The key here, be quiet and let them speak.

They will tell you everything.

Encouraging Statements

• Makes sense
• gotcha
• oh ok
• hmmmm
• Of course
• I can see that
• for sure

These are just little fillers.

They encourage the prospect to keep talking, but also have them feel heard and understood.

Some people say you should be entirely silent when the prospect speaks, but think back to a time you were on the phone with a complete stranger and you shared all of your secrets and insecurities.

If you talk for 20 seconds with zero feedback or noise from them, it feels like 20 minutes.

You become painfully aware that you are talking to someone you don't know. 

As a salesperson, if you say nothing, the prospect will very quickly be conscious that they're doing all of the talking and stop.

That's not what we want.

What I recommend to anyone who does 1:1 with me.

Use the 'Stickies' app which keeps a note in the top corner of your screen.

Have that in front of the Zoom when you're on the call.

If it's right in front of you, it makes it unbelievably easy to practice.

Most people will read this and think - sure, you don't say, but the funny part is, everyone forgets that you need to talk to prospects.