Bone Up on Your Questions
By Donna L. Cohen, Author of Selling Book -" Go Big or Stay Home" Buy it at www.relateselling.com
In selling situations, the problem the prospect brings you is rarely the actual issue or concern. Your job as the salesperson (i.e. - problem solver) is to uncover the problems and identify the real issues. By spending the time upfront, asking intelligent questions you’ll be able to provide real value to the client down the road. And, if you discover there’s nothing for you to help with, move on.
The key is to slow down early in the process to ask the questions necessary to gain understanding and insight. What’s your rush? Before plunging in, determine if the prospect is trying to fulfill a vision or solve a problem. Prospects wi View the rest of this article
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