Questions Anyone? 

The difference between a good salesperson and a phenomenal sales person can be seen in how they engage the prospect. The phenomenal salesperson  asks powerful questions to create healthy dialogue with their prospects. These powerful questions help to determine the needs of the prospect. The phenomenal salesperson then uses this information to  show how their product meets the needs of the prospect.  The conversation will transition from the open ended questions to the closed ended questions as the sales process progresses. Asking questions allows you to probe for information, and to uncover additional sales opportunities or needs of the customer. Think about open ended questions for your product or service. These should start with: what, why, who, where, why or how. A one word answer doesn’t work for these as they are designed to acquire information.  Make a list and build them into conversation. Remember, you don’t want the discovery phase to become an interrogation so be sure to make it conversational!  – Heather 

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