I play a little game whenever I am in a sales call with a prospect. I always try to get them to say at least once, “That’s a good question!”
Every time the prospect utters those words, it’s because one or more of the following has happened:
Because one of those events has occurred, every time the prospect utters those words, there is a palpable sense of progress. It’s as if you can feel a quantum jump in the trust level. The prospect’s guard begins to go down and they begin to open up more about their situation. They tend to get more engaged in the conversation, asking you more questions and becoming more intensely focused on your answers.
That’s why every time I get those four words, the chances go up significantly that I will hear the only four words that I like even better:
“Where do I sign?”