Maintain a conversational tone when asking questions from "summary" of Secrets of Question-Based Selling by Thomas Freese
Imagine you're having a conversation with a friend. You wouldn't speak in a monotone voice or use overly formal language, would you? It's the same when asking questions in a sales situation. You want to keep things light and engaging, not robotic or scripted. When you maintain a conversational tone, you're making the other person feel more at ease. They're more likely to open up and share information with you. This can help you uncover their needs and preferences, which is crucial in the sales process. Think about how you would naturally ask a question in a casual setting. You might use phrases like "I'm curious..." or "Can you tell me more about...?" This kind of language shows that you're genuinely interested in what the other person has to say. Avoid coming across as too pushy or aggressive. Instead, aim to build rapport and create a comfortable atmosphere. This will make the other person more receptive to your questions and more likely to engage in a meaningful conversation. Remember, the goal is to guide the discussion in a way that leads to valuable insights. By maintaining a conversational tone, you can achieve this in a way that feels natural and authentic. So, next time you're asking questions, think about how you would talk to a friend. It can make all the difference in your sales conversations.
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