In business situations, many questions are standard. Unique answers make the difference in successful marketing and self promotion. Pass on these techniques to help your sales pros turn questions into clients.

SO, WHAT’S NEW?

“Same old, same old” is a no-win answer. Be ready with a three-sentence description of a client you’re working with this week. Begin your answer with a phrase like, “This week, I’m working with a client who …” I once heard Realtor David Robbs answer this way: “What’s new is the internet! Thirty-seven percent of homebuyers now use it in their search. My website is www.davidrobbs.com.”

ELIMINATE QUALIFIERS.

Caught off guard, people hedge their answers with qualifiers – words like “basically” or “hopefully.” Questions are opportunities to strut your stuff and show what you know. Don’t squander these chances with qualifiers that make you seem uncertain or less credible. Practice answers that show confidence and competence.

CONGRUENCY.

Confidence and enthusiasm are appealing. If your story is exciting but your tone is flat, your conversation partner won’t bother to refer more business. Give as much attention to your tone of voice and rate of speech as you do to your words. They should match.