When a customer starts pulling away, most salespeople make the same mistake: they go into interrogation mode.
They start asking more questions, looking for more details, trying to solve a problem they don’t fully understand yet.
The problem? Sometimes the customer doesn’t even know how to explain what’s going on. The more pressure they feel, the more likely they are to disappear.
Instead, try one simple question:
“What can I do to help?”
Then stop.
Don’t defend. Don’t pitch. Don’t assume. Don’t fill the silence.
Let the silence do the heavy lifting.
You might be surprised how many deals you’ve talked yourself out of simply because you assumed you knew the problem before the customer was ready to tell you.
What’s your comeback when your customer wants to “hold off?”
#sales #negotiation #saletips #salesman