What Will I Find in This Book?
At the most basic level, this book shows you how to ask questions that will get your customers talking. Salespeople are often afraid to let their customers talk. They fear that if a customer takes the conversation in the “wrong” direction, they will lose control and ultimately lose the sale. This could not be further from the truth. Customers have so much information they are just dying to divulge, if only we would give them the chance! When you use the questions of engagement you learn that you can control the direction of the conversation while allowing your customer to have the floor. Research has shown that during typical business interactions customers reveal only 20 percent of what is on their minds; as a ...
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