ACTION 1: ASK RELEVANT, OPEN-ENDED QUESTIONS
The investigation with the buyer is an opportunity to prove to Them your expertise, professionalism, and character. You prove these qualities when you ask relevant, open-ended questions.
Begin this Action by first identifying the information you need to know and your buyer needs to discover. For example, you need to determine if they are a qualified buyer and they may need to discover that they have a risk for something that they were not aware of. With a clear understanding of the information that needs to be discovered and uncovered, you can more easily develop potential questions to ask.
Open-ended questions solicit more information than closed questions. Open-ended questions draw out facts, emotions, ...
Get Conversations That Sell now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
