Use openended questions to stimulate conversation from "summary" of Secrets of Question-Based Selling by Thomas Freese
The key to engaging in meaningful conversations with prospects lies in asking open-ended questions that encourage them to share their thoughts, feelings, and experiences. By posing questions that cannot be answered with a simple "yes" or "no," you create space for deeper dialogue and a more thorough exploration of their needs and desires. Open-ended questions are like a window into the prospect's mind, allowing you to gain valuable insights and establish a genuine connection. They demonstrate your interest in understanding the prospect's unique situation and challenges, which in turn builds trust and rapport. Instead of bombarding them with a barrage of closed-ended questions that can feel like an interrogation, take a more conversational approach by asking open-ended questions that invite them to elaborate on their respon...
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