Avoid asking leading questions that may undermine credibility from "summary" of Secrets of Question-Based Selling by Thomas Freese
When posing questions during sales interactions, it is crucial to be mindful of the way in which they are framed. Leading questions, those that steer the respondent towards a specific answer, can inadvertently diminish the credibility of the salesperson. By subtly guiding the conversation towards a desired outcome, the salesperson risks coming across as manipulative or insincere. This can erode trust and create a sense of unease in the prospect, ultimately hindering the sales process.
Salespeople must strive to maintain an air of authenticity and transparency in their interactions with prospects. This means refraining from using leading questions that may be perceived as deceptive or self-serving. Instead, questions should ...
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