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Engage customers with thoughtprovoking questions from "summary" of SNAP Selling by Jill Konrath
As sales professionals navigate the complexities of customer interactions, the use of thought-provoking questions emerges as a powerful strategy. These questions serve not only to uncover the customer’s needs but also to challenge their current thinking and stimulate deeper reflection. By encouraging customers to explore their own motivations and obstacles, the conversation transforms from a simple transaction into a meaningful dialogue. Crafting the right questions requires an understanding of the customer's context. Consider what drives their decisions, what challenges they face, and how they envision their future. This approach fosters an environment where customers feel heard and valued, leading to greater trust and rapport. Questions that prompt customers to examine the...
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