There are some questions that we can answer without any hesitation:
“Lynn – What is your favorite food?”
> Ice cream
Others take time to ponder, to consider, to think about:
“Lynn – What is it about ice cream that makes you love it so much?”
>…
When we are in a sales conversation, it may be easier for your prospect/customer if you ask that short – without any hesitation – answer question first AND follow it up with your insightful one.
It will allow the conversation to begin and then get them to expand on the answer they just quickly, easily shared.
oh and if you’re interested
that is a red raspberry/chocolate stack
Mountain Mist, Saranac Lake NY
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