Sales success begins with the ability to ask questions and really listen. What are the most important reasons for asking good questions?
• Good questions allow you to qualify at the outset of the sales process. They help you understand the current situation and establish rapport and a comfort level. • Good questions let you determine what you know and do not know about the customer’s buying process and let you identify how the customer thinks you are different from your competitor. Properly structured and sequenced questions reinforce your credibility and generate a fluid communication process.
