It is well known that questions deliver answers. The real question in sales is ‘What questions deliver sales results?’
Asking questions and listening are at the heart of any effective selling situation. Questioning and listening are critical; without them you have salespeople conducting monologues to an audience of bored, disengaged, frustrated customers. Any self-respecting sales person couldn’t image not asking questions in a sales situation, yet many well intentioned salespeople still fail to sell effectively because of poor question choices.
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