The key to selling is asking insightful questions from "summary" of Making Major Sales by Neil Rackham
At the heart of successful selling lies the ability to uncover the true needs and desires of the customer. This requires more than just presenting a product or service; it involves engaging in a deep conversation that uncovers the customer's pain points and challenges. In order to do this effectively, sales professionals must be adept at asking insightful questions that lead to meaningful discussions. One of the key reasons why asking questions is so crucial in the sales process is that it helps establish trust and credibility with the customer. By showing a genuine interest in understanding their unique situation, salespeople can build rapport and create a strong f...
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