13 ASKING THE RIGHT QUESTIONS
SELLING STARTS WITH GREAT QUESTIONS
To get prospects to give you time, let you ask them questions, and listen to your recommendations, they have to trust you and view you as a credible resource. Clearly, working from referrals contributes greatly to both those issues. There are other ways to build credibility as well. Relationship expert Andrew Sobel, author of Power Questions: Build Relationships, Win New Business, and Influence Others (John Wiley & Sons), makes the case that asking the right kinds of questions helps you build credibility in the eyes of your prospect. He says, “The questions we ask are often more important than what we tell. The CEO of a $12 billion company summed it up neatly when he told me, ‘When ...
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