REPHRASING and REPEATING

Why Rephrasing and Repeating Questions In A Sales Meeting Is Important

When selling, the ability to effectively communicate and connect with potential customers is very important. While the art of persuasion and product knowledge undoubtedly play significant roles, there's one often overlooked yet crucial aspect that can make or break a sales interaction. What I am talking about is the art of rephrasing and repeating questions.

Rephrasing and repeating questions are not mere repetitions; they are strategic manoeuvres that serve as stepping stones toward a deeper understanding of the customer's needs and aspirations. By rephrasing a question, salespeople can ensure that they have accurately grasped the customer's intent, preventing misunderstandings that could derail the sales process.

Let’s say you ask your customer or prospect, "What are your thoughts on our new product or service?" The customer responds, "It seems interesting." This open-ended response does not help you identify the real needs and desires of your prospect. By rephrasing the question, "What specific aspects of our product or service appeal to you?" the salesperson can elicit more detailed information, obtaining valuable insights into the customer's preferences and needs.

Rephrasing and repeating questions also serve as powerful tools for building rapport and establishing trust with potential customers. When salespeople actively listen and demonstrate their understanding by repeating the customer's statements, they convey a sense of respect and genuine interest. This, in turn, fosters a more comfortable and collaborative atmosphere, encouraging customers to open up and share their needs more freely.

An interesting aspect of rephrasing and repeating questions lies in its ability to create a subconscious connection with the customer. By using the customer's own words in their order and sequence, salespeople tap into the psychological principle of alignment. This subtle alignment creates a sense of familiarity and comfort, making the customer more receptive to the salesperson's suggestions.

In the fast-paced world of sales, misunderstandings can have costly consequences. Rephrasing and repeating questions provide a great opportunity to identify and address potential misinterpretations before they escalate. By confirming what they think they heard, salespeople can prevent costly mistakes that could damage the customer relationship and hinder the sales process.

Consider a scenario where a salesperson asks a customer about their budget for a new computer. The customer replies, "Around R15,000." However, the salesperson mishears this as "under R15,000," leading them to propose a less powerful and less expensive option. By repeating the question, "So, you're comfortable with a budget of around R15,000?" You can clarify the customer's expectations, ensuring that they propose the most suitable solution.

Rephrasing and repeating questions often have a surprising effect: they can encourage customers to provide more details and elaborate on their initial statements. This additional information can uncover hidden needs and preferences, leading to the identification of additional sales opportunities.

For example, let’s say you ask, "I see you're interested in our Fitness App. Could you share which specific features are you interested in the most?" The customer may answer, "I'm particularly keen on the heart rate monitoring and sleep tracking capabilities." This extra insight enables you as the salesperson to emphasise these features creating an opportunity, for selling extra accessories or services.

Incorporating the practice of rephrasing and repeating questions into a sales strategy is not just a matter of technique; it's a testament to your commitment to understanding, engaging, and building trust with potential customers. By rephrasing and repeating, you can transform this technique into a powerful tool that unlocks the door to successful sales outcomes.

ABOUT: Denvor Phokaners

Denvor Phokaners has been instrumental in supporting corporations with their Enterprise and Supplier Development (ESD) Strategies. His proficiency includes identifying optimal candidates for ESD initiatives and delivering thorough training to entrepreneurs encompassing sales, marketing, social media marketing, and beyond.

Denvor brings extensive experience in launching products in over 20 countries. He has also successfully managed and coached sales teams globally.?