| Our many years of sales training experience - working with top sales professionals - have taught us that peak producers master the process of asking great questions.
What are great questions? Great question, thanks for asking.
In selling, great questions discover a prospect's needs, wants, and desires.
Why is this important? Because people buy emotionally, then justify the purchase logically.
Great questions don't just settle for answers to the facts of what a prospect needs. Sales amateurs often don't progress beyond fact-finding questions.
Great questions explore feelings that uncover a prospect"s wants, opinions, likes, dislikes, experiences, aspirations, etc. Asking feeling-finding questions is where sales professionals differentiate themselves from the wannabes.
During the the next few Tips of the Week, we will share principles behind asking great questions.
Welcome aboard, we're glad you're with us.
Good luck and good selling.
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