“It can be kind of tough when you’re given a demo to a big group when it comes time to ask questions and get them to engage.” – Nick Cegelski in today’s Tip 947
Are you asking questions during demos?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Nick Cegelski. Nick is a quota-carrying sales professional and the host of the 30 Minutes to President’s Club podcast. Here he is:
Nick Cegelski: It can be kind of tough when you’re given a demo to a big group when it comes time to ask questions and get them to engage. Most salespeople will default to just saying, “Well, any questions?” and the customers all say “no” and then you just keep going on. Instead, if you’re really on the spot and you can’t think of anything, I always fall back on, “I’m curious, how does this compare to things you’re doing today?” One of the other things that I’ll do is I’ll say, “Well, gosh, I just talked at you guys for eight minutes straight, and that’s really rude of me. I’m gonna stop talking and give you a chance to speak.” And what you’ve done, you’ve thrown yourself under the bus, and it helps draw people out as opposed to you just being like, “Any questions?”
Once you’ve done that be sure to come back tomorrow for another great sales tip. Thanks for listening!