7 Ways to Get to the Truth : When the Sale “disappears”
that might make them vulnerable to you. Until you’re sure you know the complete truth, you can never assume the sale.
* Keep making it easy for potential clients to tell you their truth. Toward the end of your conversation, ask, “Do you have any more questions?” If potential clients say no, follow up with the 100-percent-final truth-gathering question: “Now, are you 100 percent sure that there’s nothing else that I can do on my end to make you feel more comfortable with this situation?” You’ll be amazed how often people then say, “Well, actually, there is one more issue…” And it’s at that point that you really start to hear their truth.
* Call back to get the truth, not close the sale. Most potential clients who suddenly “disappear” will be expecting you chase them down by calling them and saying, “Hi, I was just wondering where things
