If You Don’t Ask, You’re Selling in the Dark
Josiane Chriqui Feigon, www.tele-smart.com
“Questioning is your first chance to get inside a company and look around,” says Josiane Chriqui Feigon, author of Smart Selling on the Phone and Online. “Your questions act as your eyes on every phone call. Questioning is still a skill that is best accomplished by phone and not via e-mail, and technique is critical to uncovering customer needs and opportunities.” Feigon explains:
Does your questioning style create comfort and trust? Do your questions sound relevant and insightful, or do your prospects feel as though they are being interrogated with rapid-fire questioning?
Skillful questioning habits build rapport and trust. If you ask good questions and listen ...
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