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...
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