Keep the conversation focused by asking purposeful questions from "summary" of Secrets of Question-Based Selling by Thomas Freese
To keep the conversation focused, it is essential to ask purposeful questions. These purposeful questions serve as a guide, leading the conversation down a specific path towards a desired outcome. By asking questions that are relevant and meaningful, you are able to steer the conversation in a direction that will ultimately benefit both parties involved. Purposeful questions are not just random inquiries, but rather intentional probes designed to elicit specific information or insights. They are carefully crafted to uncover valuable details that will help you better understand the needs, challenges, and goals of the other person. This understanding is crucial for building rapport, establishing trust, and ultimately closing the deal. When asking purposeful questions, it is important to listen attentively to the responses. Pay close attention to the words, tone, and body language of the other person. This will allow you to pick up on subtle cues and signals that can provide valuable insight into their th...
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