Why Intent Matters
People don’t argue with their own ideas.
When you hear an indication of need on a discovery call, follow their thought.
Two ways to follow their thought are:
- “Tell me more.”
- “Is there more I should understand?”
Call recordings show both approaches work. But not equally.
“Tell me more.” is a command.
A command may work in face-to-face selling because people fear conflict. About 50% of people will comply. However, you might not get back in the door in a multi-call sales cycle.
Softer versions are:
- “Could you provide more insight?”
- “Is there more you can share?”
- “Is there any further insight you would give me around that?”
These are more polite. They are questions and not commands.
However, they may communicate a selfish intent to gather information; to qualify.
Did you wake up this morning wanting to be “qualified?”
The questions below signal intent to understand:
- Is there anything else I should understand?
- Is there more you think I should know?
- Is there anything else I should be aware of?
- Are there other details you think are important?
People hate to be interrogated.
People love to be understood.
Intent is the difference. Intent determines the impact of any conversational technique.
Learn more about the power of questions and how to truly engage a buyer in the next Software Sales Bootcamp