A question asked from someone, with hidden intent—leads to a string of questions to gather information—for a hidden agenda.

If you answer every question your prospect asks you, you turn into a consultant, and you’re no longer a salesman.

If you’ve been paying attention to our content, you’ll remember when we talked about Transactional Analysis.

When a prospect asks you a confrontational question, in order to gather information—it’s typically coming out of their Critical Parent, and speaking to your Adaptive Child.

Your child will do everything it can, to satisfy the prospect. You’ll give the best response possible, in hopes to keep the prospect happy.

You have something the prospect wants. You shouldn’t be getting on your knees for the prospect to buy from you.

Here’s a formula you want to follow, when asked a confrontational question by a prospect:

Prospect asks a confrontational question like, “Is this expensive?”—You ask, “What do you mean by expensive?”—Prospect elaborates on “expensive” in their theory—You compliment, agree, or relate to their theory… Then you pretend to answer, “Yeah so this’ll cos…”—You then ask a confrontational question right back to the prospect, in a concerning manner, “Are you telling me price is the main concern, and not the value our service can provide?”

Boom. You just flipped the switch back to the prospect.

Your prospect will feel dumb for asking the question in the first place.