CHASERS
We Sellers talk too much! And, you can look it up!
How many of us have experienced that awkward silence following a suggested solution to a problem and the Buyer looks at us like we just landed from Mars? We thought the idea was the greatest ever but we’re just left hanging.
When a Seller experiences this silence, the worst thing possible is to continue talking. But you could do one more thing – introduce a “Chaser.” Chasers are open-ended questions that follow a statement of fact or opinion. They are simple, really cool and extremely effective. They shut us up and allow the Buyer to respond and let us know what they think and feel.
My favorite Chasers are:
How’s that sound?
How about that?
What do you think?
You can also use:
How close is that to what you were thinking?
How much sense does that make?
How fair is that?
So, continue to think up creative solutions and always use Chasers.
How’s that sound?
Good Selling.
SLH℠ Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH℠ Sales System. Morsels edited by Jim Olson.
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