Most salespeople understand asking questions is a necessary part of selling. But when it comes to the questions themselves and how they’re posed, salespeople still fall short.
I’ve listened to thousands of sales calls in the past 20 years -- and the vast majority sound like interrogations, not interviews.
An interrogative approach harms your ability to build rapport with your prospect and lowers the quality of the information you receive. Fortunately, a simple mental shift can help you transform your ... Read More