Here’s a sure way to reduce the resistance you may experience when asking your questions. If you simply explain the reason behind your line of questionning and justify the benefits of answering those questions to your prospect, he or she will feel more inclined to entertain you and your questions will be much more effective. For example, if you were approached by a stranger in the street and they just started bombarding you with questions about your finances you would no doubt be reluctant to answer them. If however they introduced themselves and said they had a unique rewards scheme for individuals in a particular income bracket you would no doubt allow them to ask a few questions to determine whether you qualified. The same principle applies to your sales calls. So how can you put this into practice? Well if you think back to our “related opening” blog post you could use a similar technique to that. For example: “Hi Mr Prospect, my name is Boyd and I’m from the Sales Doctor. The reason for my call today is that we have just helped a major company in your Opticians industry increase their sales conversions by 250%. By just asking you a couple of quick questions I could see if you could achieve the same. What’s your conversion rate at the moment?”

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