When Shouldn’t You Answer a Question?

Here is a nice little newsletter talking about how to respond to a prospect who asks you a question that seems obscure.

Thanks Sandler!

A seemingly “hot prospect” asks you a question that seems to signal interest in working with you. (For example: “How strict are you with quantity discounts?”) You’ve been taught to respond immediately to “buying signals,” and you’re sure you just got one. So you answer the question – at length and with sufficient thoroughness to resolve all past, present, or future ambiguity on the subject. Your contact nods and smiles. Then, for some mysterious reason, your “hot prospect” disengages.

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