Questions are fundamental to the selling process
Where many salespeople fail is listening to the response of their question. If you’re too focused on what you’re going to ask next, you aren’t having a conversation, you’re running through a checklist.
Customers don’t care about features! They care about figuring out if you can actually help. Decisions are made emotionally first and then justified rationally. Don’t give them the solution before you fully understand their problem.
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