Ask questions that challenge customers' assumptions from "summary" of Secrets of Question-Based Selling by Thomas Freese
When engaging with customers, it is essential to ask questions that challenge their assumptions. This means going beyond surface-level inquiries and delving deeper into their beliefs and perspectives. By doing so, you can uncover valuable insights that may not have been initially apparent. Customers often have preconceived notions or biases that can hinder their decision-making process. By asking questions that challenge these assumptions, you can help them see things from a different angle and potentially steer them towards a more informed choice. Challenging customers' assumptions can also lead to a more meaningful a...
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