Have you ever faced a situation where the sale seemed to be just about sealed, only to stall at the last minute? Instead of feeling powerless, consider asking more (and better) questions. When you ask questions, you’re actually controlling the conversation. That’s right, questions mean power! Questions make customers think and respond — and asking the “right” questions will give you the responses you require to provide customers with the “right” guidance. This intensive white paper contains sales questions that will engage customers’ emotions (which is half the battle). Customers may justify their actions with logic, but deep down, it’s their emotions that motivate them.
Receive the PBR Newsletter from sales trainer and author Paul Cherry. Our newsletter features articles that provide insight and assistance for a vast array of corporate sales and management topics. Our readers range from CEOs, sales reps to sales managers and anyone interested in doing better in business.