| 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.
How does the Track Selling communication model suggest you begin the Qualification process? Begin by asking fact-finding questions.
Fact-finding questions are measurable, easy to answer, and help relax prospects. Most fact-finding questions are objective and quantitative. Ask prospects about how long, how many, where, their decision-making process, timing, etc.
Next week we'll talk about feeling-finding questions as being even more valuable to a salesperson.
But we'll never get away from asking fact-finding questions as well. It's where we suggest qualification begins.
Welcome aboard, we're glad you're with us.
Good luck and good selling.
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