Go Beyond Basic Question Models
Everyone is familiar with the practice of asking questions. Most of us have been asking questions and listening to the response since we were children.
However, sales people often have a restricted view of the impact that questions have on their prospects. Sellers have a tendency to ask self-serving questions, and think that 'polite silence' suffices for listening. In this eBook, we'll cover:
- The science behind asking question and listening in sales interactions
- Questions you can ask prospects that get them to open up and offer more information
- How to respond to these questions to build rapport
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