Whitney Sales

Questions not only mean the customer is engaging, but also transferring feedback that is process-oriented or value-oriented. They’re working through how they’re going to make a decision about your product with you. If they’re asking questions, something’s landed. That’s a good sign. If they ask about another customer, your example may not have been sufficiently relevant — that’s a sign to change tacks and dig deeper into their pain points. Many people miss the fact that objections are a good thing. It’s the customer telling you the challenges they’ll face buying your product. If you find something continues not to land, ask another question and find another use case to redirect the conversation. Don’t force it.

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