It may get tough for the sales reps to answer difficult questions from the prospects and this may result in losing a potential sale. How should sales reps handle touch prospect questions? There are many ways to build prospect’s confidence in such scenarios. One way is to answer the prospect questions boldly and confidently, especially in front of a group after the presentation. Answering challenging questions efficiently shows a thorough understanding of the rep. These prospects would convert into high-value leads which will prove beneficial for the business in the long term. The following are some helpful tactics to deal with tough questions raised by prospects after the presentation.
The objections and queries raised by the prospects are often derived from the subject matter you present. Sometimes the questions asked can be irrelevant. The sales rep has to be very attentive because the questions can also revolve around prospects personal experiences and encounters. Never argue or quarrel with the prospect. Debating on an unnecessary and unimportant topic can lead to further chaos. It is advised to remain on topic and address specifically. Keep your responses on the mark and pinpoint the core objectives at every time.
Consider questioning from the prospects a positive signal and a sign of interest. It is not something you should be worried about. In fact, if the prospect is silent, this should be more worrying for the rep. These questions are an indicator that your customer is attentive and interested in your ideas. The objections also make you realize your weak points and what improvements you must be making in the upcoming presentations. If your audience is asking you Questions, it shows their high concentration levels. Give your audience the freedom and time to ask you questions. Satisfy them and make sure they understand your point to the fullest.
The audience is smart and aware. If you try to Avoid or dodge questions, they’ll catch you instantly. Your hesitation will make is obvious that you’re unwilling to answer and your knowledge is incomplete on a certain topic. If it is casual as well as private, show your questioner that you are freely happy to discuss and answer their questioning after the presentation.
It is normally reviewed as incompetent and poor if you’re unable to answer a question. Some feel hesitant to respond if they are not ready. Whereas in reality, it is not imperfect or bad impressions at all to say “I don’t know” to any question that you’re not sure about. Do not feel any shame in being unable to find solutions to a query. Even if you don’t really know the answer, just fix it up with an encouraging statement. Statements such as “You know, I don’t know the answer to that but I will find it out for you.” Stay optimistic and hopeful in your words.
Do not comment on whether a question was good or bad as it categorizes Questions on their level of originality. This is something which all examiners will not like. There are better alternative comments which should be opted such as “I am glad you asked that.” or “I should have addressed that better in my presentation.”
It is important to understand the question put forward. Each question has its own dimensions. So it is vital to take the necessary time to study the Question. If you do not get the question in the first go, do not be afraid to ask the question or to repeat it for simplification. It, in turn, shows your sense of consideration and deliberation towards their question.
It is extremely important to maintain your temperament during an FAQ. The questions asked are mainly regarding the subject matter you presented and is not a personal offense. Keep it professional and not personal. Your audience is more inclined towards learning about the topic under discussion rather than eager to pounce on you.
Just enroll a couple of major points in your list. Stay connected to your audience and feel the room. Your body language should speak for itself. Don’t let your eye contact break. From the start till the end, be steady in your energy levels. Questions and objections are a part of your presentations and addresses. Do not panic or feel worried. To reach a better closure, try being professional, humble, and positive towards the objections and questions raised by the audience.