Understand the psychology behind questioning from "summary" of Secrets of Question-Based Selling by Thomas Freese
Understanding the psychology behind questioning is essential for effective sales. It involves more than just asking questions; it requires a deep understanding of why questions are so powerful in influencing human behavior. Questions have the power to engage someone's mind, create curiosity, and stimulate critical thinking. By asking the right questions, a salesperson can guide the conversation in a way that leads the prospect to uncover their own needs and desires. This ultimately makes them more receptive to the solutions the salesperson offers. Moreover, questions can also help build rapport and trust with the prospect. When a salesperson shows genuine interest in un...
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