Opening the Floodgates:
The Power of Expansion Questions
SOME BUYERS NEED no prodding to tell you their whole life story. But most are guarded with salespeople. We’ve all had the experience: A sales conversation that reveals little or nothing about the buyer or his needs. Or a conversation that runs out of steam, leaving you casting about for a way to get it going again, or shifting into product-pitch mode just to fill the silence.
The more you can get buyers to reveal, the more likely you’ll find a way to help them. And when buyers reveal to you things they haven’t shared with any other salesperson, you gain an incredible competitive ...