chapter 8
Asking the right questions to identify what the prospect wants and needs
When I was learning to be a coach my trainer told me that ‘questions are the answer’. It is much the same with selling. You cannot sell well without gathering information, and it is tough to gather information without asking questions.
Whether you are involved in transactional or consultative selling, it is imperative that you spend time identifying and agreeing what your prospect and their organisation want and need. Avoid selling too quickly. People do not like being sold to. Do you? Usually we become defensive if we know someone is attempting to sell something. ...
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