Ask High-Value Questions
There are truly good and bad questions. In addition, there are appropriate times to ask these questions. Most good salespeople know how to qualify. However, only the true peak-performing salespeople know in what order to ask questions.
In general, good questions can do the following:
Uncover information that helps you focus in on a need that can be solved by your product or service
Help you build rapport with the customer
Lead you to the decision makers or through the decision process
Expose key areas before problems become objections
Keep the conversation moving in the direction of a sale
Advance the sale in every call
In contrast, bad questions can often:
Cause the customer to feel pressured and thus end the call sooner ...
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