I want to talk how questions are the answer to the entire sales process. How many times have your found yourself in the middle of a sales call and you couldn't get the prospect or customer to open up? Happens all the time. Well there is a reason for that. We are asking too many closed questions that begin with “Are you”, “Do you”, “Could you”, “Would you” and “Have you”. There is nothing wrong with asking closed questions. Closed questions are designed to get a yes or a not answer.
If you are not prepared for a call you will default to more closed questions.
If you want to open up the conversation ask more questions that begin with “Who”, “What”, “When”, “Where” and “How”.
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