Interjecting 101 Flashcards
What is interjecting?
Q: What does it mean to interject in a sales call?
A: Interjecting means saying words to guide the conversation back on track when the prospect starts rambling.
Purpose of Interjecting
Q: Why is interjecting important in a sales conversation?
A: It prevents the call from going off track, saves time for objection handling, and reduces unnecessary information that might overwhelm the prospect.
Consequences of Not Interjecting
Q: What happens if you let a prospect continue rambling without interjecting?
A: The call drags on, reducing time for closing and can lead to objection like “I need to think about it,” causing a potential loss in sales.
Interjecting Timing
Q: When should you interject during a prospect’s response?
A: Interjecting after one or two sentences if they’re not answering the question or as soon as you get an adequate answer.
Common Interjecting Mistakes
Q: What is a common mistake when trying to interject?
A: Taking too long between interjecting and asking the question, which can make it feel awkward, abrupt and disjointed.
Effective Interjection Strategy
Q: What’s the best approach to interject smoothly?
A: Use as few words as possible, come off as curious or concerned (depending on context) to make it feel natural and less abrupt.
Neutral = Curious
Problem = Concerned
Post-Ramble Interjection Techniques
Q: What phrase can you use to interject post-ramble?
A: Use a back channel like “Oh” or probe with a bridge like ”What do you mean?” or “How long has that been going on?”
Pre-Ramble Interjection Techniques
Q: How can you interject before a ramble begins?
A: Use a back channel, acknowledge or apologize, and then rephrase the question to bring focus.
Word track:
[Back channel]
-”Ohhhh”
[Apologize/Acknowledge]
-”I apologize, what I meant was…”
-”Yeah let’s circle back to that cuz that’s also important. What I meant was…”
[Rephrase]
-“What kind of outcome are you hoping to achieve?”
Handling Pre-Ramble w/Tech
Q: How can you use technology as a reason to interject?
A: Tap your mic, look confused, and say ”Hey [n], are you there? The audio was a bit jumpy. So, how long has that been going on?”
