Getting Past Superficial Answers to Our Important Sales Questions

Posted by SkipAnderson under Sales
From http://blog.sellingtoconsumers.com 5008 days ago
Made Hot by: wendyweiss on August 10, 2010 8:51 pm

I had a great massage a couple weeks ago. The massage therapist, Shantel, did a great job. But in addition to a great massage, she also did something great that also applies to the art of successful selling.

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Comments

Written by globalcopywrite
5007 days ago

Hi Skip,

My favorite question in a prospecting meeting is "What are your challenges". When I shared my "secret" with the other people on my sales team, they weren't as thrilled about it. Then I found out they weren't asking the next logical question, "Why is that?". It was the habit of digging deeper that really led to finding out exactly where the client needed help.

Cheers,

Sarah

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