Building on my article ‘Where is my inner six year old when I need them?’ using effective questioning techniques is one of the most significant key differentiators between a person with good sales skills and a person with outstanding sales skills. However, many sales people find this the most challenging aspect of the sales process.
Questions are used to not only assist you with gathering information about the customer i.e. their needs, situation, issues and priorities but also, when used effectively, assist the customer with coming to a clear understanding and realisation about what they need … read more by subscribing.
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