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, salespeople 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 a 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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