Use openended questions from "summary" of SPIN® -Selling by Neil Rackham
To engage effectively in a sales conversation, it is crucial to ask questions that encourage the prospect to share information. Open-ended questions are an essential tool in this regard. These questions are designed to elicit detailed responses from the prospect, enabling the salesperson to gain valuable insights into the prospect's needs, challenges, and goals.
By asking open-ended questions, the salesperson can encourage the prospect to expand on their thoughts and provide more in-depth information. This not only helps the salesperson better understand the prospect's situation but also builds rapport and trust between the two parties. Open-ended questions signal to the prospect that their input is valued and that the salesperson is genuinely interested in helping them find a solution to their problem.
In contrast to closed-ended questions that can be answered with a simple "ye...
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