I’m so tired of seeing posts with “secret” in the title. I get that we all want to know the secret to (insert topic here)…
I don’t believe that there is a secret to success.
Based on my experience coaching and training inside sales people & leaders; most know what it takes to be successful. They may not have the skills or at times the confidence to DO those things… and DO them consistently.
Which is why I’m starting my = #InsideSales #Success Series
Today’s topic is on well crafted questions + listening
> well crafted questions
Prospects and customers no longer need salespeople for information (we have Google for that), instead – they need us to ask insightful questions that make them think.
Today asking questions that aren’t well crafted is a waste of their time.
* use a softening statement at the beginning
* make it open ended (if it’s not – will adding “where”, “when”, or “how” change that?)
* ensure it’s thought provoking / makes them ponder / changes the way they think
> listening
The ONLY reason to ask a question is to have the opportunity to listen to the prospect/customer’s answer.
This means you can’t be distracted! Must be focused. NO multi-tasking.
Really L I S T E N – not for what you want to hear, instead to everything they are sharing through their tone, words, what they don’t say.
Want More? If you’d like my Communication Trilogy eBooks email me with “Communication Trilogy eBooks Please” as your subject line – let me know the title of the blog post that prompted you to take action in your email too! Thanks, Lynn
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