Strike at the root – while everyone around you hacks at the leaves.
It’s simple when you learn to see what others don’t see.
Take, for example, the question of “Tell me about your track record.”
Or “Tell me about your experience.”
Or “Have you worked with companies in our industry?”
Warning: Answer these questions and you’ve just derailed the sales conversation.
Now, I’m not advising you to evade the question. To the contrary.
You need to see that these are smoke-bomb questions. They conceal the REAL question.
Their real question is “How do I know that if I hire you, I won’t later regret it? I won’t later be seen as the idiot who thought you were the right choice?”
Listen to this 2 minutes audio clip taken from a live teleseminar where I coached someone through how to elegantly avoid the smoke and answer the question really being asked.
You need to master this or you’ll be talking to ideal clients who will walk away.
[ca_audio url_mp3=”http://gg.podcasts.s3.amazonaws.com/AE-Q%26A-When-they-ask-about-your-track-record.mp3″ url_ogg=”” align=”none”]
Right click here to download the .mp3 .
What’s an example of a smoke-bomb question you’ve been asked in a sales conversation? Please share it below.
Dov Gordon
