Getting Ned-No-Talker to talk

You’re excited as heck to meet with that hard-to-nail-down buyer, but in the first two minutes of the meeting, it’s apparent his tongue is tied.

Your easy, opener, general questions elicit nothing answers. (Yikes.)

You nervously move to specific, strategic questions…and still, you get nothing. (Gulp.)

The worst thing you can do is show that you’re flustered.

The best thing you can do is stick to your agenda… and prepare better next time.

As long as you come prepared with an agenda, open-ended questions, and a POV about Ned’s challenges and your solution, you’re good. But, if you conclude Ned-No-Talker’s act is premeditated – and Ned gave you six consecutive responses of five words or less – try this:

Pause for three seconds, hold your eye contact with him for a bit, then calmly say, "What do you want to talk about today, Ned?"

If Ned says, "…it’s up to you, it’s your meeting." You reply, "Well, I’ve asked a few questions that I thought were pretty relevant, but it doesn’t feel like you’re that engaged…so honestly, I am not sure what we’re doing here."

What have you got to lose? Seriously? Be assertive.

Are you ready to go two steps higher than where you’ve been operating?

Then watch this amazing TED Talk by Mike Vaughn, who shares insights from his practice helping leaders solve big problems with the power of a good question.

After you watch this Talk, you’ll never again ask a prospect, "What are your objectives?" or, "Tell me more about your strategy."