CHAPTER
5
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 ...
Get Questions that Sell, 2nd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
