Encourage customers to provide detailed responses with targeted questions from "summary" of Secrets of Question-Based Selling by Thomas Freese
To truly understand your customers' needs and preferences, it is crucial to ask targeted questions that encourage detailed responses. By posing specific questions that are tailored to each individual customer, you can gather valuable insights that will help you better meet their needs. This approach not only shows your customers that you are genuinely interested in their opinions, but also allows you to uncover important information that can guide your sales strategy. When crafting your questions, it is important to be strategic in order to elicit the most informative responses. Avoid asking generic or closed-ended questions that can be answered with a simple "yes" or "no". I...
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