Softening statements at the beginning of a sales question helps make direct questions easier for the prospect or customer to hear and answer. Softening Statements are designed to:
- Blunt the edge.
- Take the harshness out.
- Ensure the prospect or customer isn’t put on the defensive by the sales question you’ve just asked.
Here are 25 Softening Statements for you to choose from:
- 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…
BONUS: I have a question and I’m afraid it is going to make you insert emotion here (mad, upset, etc.)
You aren’t changing the question you’re asking, you are taking the harshness out of your tone of voice as well as the feeling the other person gets.
Engagingly yours,
Lynn