Guide the conversation with wellcrafted questions from "summary" of Secrets of Question-Based Selling by Thomas Freese
The art of question-based selling lies in the ability to direct the conversation through the strategic use of well-crafted questions. These questions serve as a roadmap, guiding the discussion towards a desired destination. By asking the right questions at the right time, a salesperson can uncover valuable information, address concerns, and ultimately, lead the prospect towards a decision. The key to guiding the conversation effectively is to ask open-ended questions that encourage the prospect to elaborate on their thoughts and feelings. These questions prompt deeper reflection and provide insight into the prospect's needs and motivations. By actively listening to their responses, a salesperson can tailor their approach and offer solutions that resonate with the prospect on a personal level. In addition to open-ended ques...
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