BizSugar.com › Sales › Never Ask A Question If You Don't Know The Answer

Too often, it seems that sales people's questioning strategies are not really oriented about discovering the customer's needs, priorities, and requirements. Instead, they seem oriented to getting the customer to say a specific thing or respond in a specific manner. Once the sales person hears the desired response, they launch into the pitch. Or possibly in reviewing the opportunity with a manager, the sales person says, but the customer said this...... and it shapes our strategies, commitment of resources, and expectations.