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Karl Schaphorst & Associates, LLC | Serving both Omaha, NE & Des Moines, IA

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So, you are talking with a potential customer and they lob up a question that is right in your wheelhouse.  I mean, you are going to knock this one out of the park!  And so, with authority you answer the prospect's question demonstrating your product expertise and your vast storehouse of knowledge all with energy and confidence because you believe that this display of salesmanship will move you closer to an order.  The only thing that is guaranteed in this situation is the prospect gets a little smarter and they didn't have to pay a dime to get there.  It is better to keep your mouth shut and let the prospect do all the talking.  You can do this by answering the prospects' questions with a question.  Then you have a chance.

Consider your product knowledge and expertise as sacred.  The only prospects that get to see it and hear it are those that you have qualified as very-likely buyers.

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