Effective Questioning
Asking the right questions is crucial for uncovering needs and guiding the sales process. Hoffeld suggests using open-ended questions to understand the client's challenges, goals, and motivations deeply.
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"Help Me Understand"
Another 'nice conflict' tactic when you see an outrageous decision being approved, is to ask for help.
Asking for help to understand the decision indicates you are not endorsing it. You can then ask open-ended questions to steer the decision the right way.
Avoid jumping right into business
Ask questions to better understand the person and his/her motivations and values.
Start with open-ended questions about family, pursuits outside of work, why they joined your organization, and why they have stayed. And share your own story.
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