Have you ever asked a sales question that wasn’t received well?
The person you asked may have: taken offense – been completely silent – gotten defensive.
Softening Statements
before a question
blunt the sharp edge
take the harshness out
drops defensive feelings
Softening statements at the beginning of a sales question help make direct questions easier for the prospect or customer to hear and answer.
You will sound more
- Conversational
- Inquisitive
- Curious
- Interested
The more direct you are as a person, the more you need to consider adding a softening statement to the beginning of your sales questions!
Need some examples? Here are 25! Use the ones you like – delete the rest.
- I’m curious…
- This may sound strange…
- That’s interesting…
- I know you’re busy…
- Tell me more about…
- When you said _______, I was thinking….
- May I ask you something…
- I hope you don’t mind…
- By ____, do you mean…
- Good point…
- I have what might seem like a weird question…
- It sounds like…
- I’m not sure I understand…
- That makes sense…
- Let me see if I’ve got this straight…
- I know how you feel…
- Would you mind…
- I was wondering…
- I’d appreciate it if you would share…
- I’m not sure, but…
- I’m confused…
- Does ______ mean…
- Let me ask you this…
- I wouldn’t have guessed…
- I see…
Sometimes it is as simple as starting with:
I have a question and I’m afraid it is going to
make you insert emotion here (mad, upset, etc)…
If you aren’t used to putting softening statements at the beginning of your questions the softening statement might make YOU the salesperson sound a little vulnerable.
hmmm perhaps that is why Softening Statements work; it is difficult for a prospect to feel defensive if the salesperson just sounded a little vulnerable.
When you sound:
- Conversational, your prospects and customers share more information.
- Inquisitive, you must be listening.
- Curious, they feel important.
- Interested, they believe you care.
Conversationally yours,
Lynn
ps: here is a short whiteboard video reminder