WCS Podcast 06 - The Art of Asking Questions
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[00:00:00] Will: Welcome back to World Class Selling, the podcast series where we explore timeless sales principles from the legendary Roy Chitwood and the Track Selling System.
[00:00:13] Will: I'm your host. Will. Today's episode is one that every salesperson needs to hear. It's all about the Art of Asking Questions. Jason and Marissa are exploring one of the most powerful tools in your sales toolkit.
[00:00:27] Will: Not just any questions. Open-ended, feeling-finding, trust building questions that help you truly understand your prospect. They'll also tackle the classic traps, like slipping back into closed-ended questions and share techniques like the friendly, silent questioning stare and reflective questions that spark real dialogue.
[00:00:48] Will: Whether you're in sales, leadership, or just trying to improve your conversations, you'll find gold in this episode. So get ready. Let's jump into the Art of Asking Questions.
[00:01:03] Jason: Okay, so we're diving into some really fascinating stuff today.
[00:01:07] Marissa: Yeah. This is gonna be good.
[00:01:08] Jason: It all revolves around this idea that there's one skill, maybe the most critical skill in sales.
[00:01:14] Marissa: Oh, definitely.
[00:01:15] Jason: And that is the Art of Asking the right questions.
[00:01:19] Marissa: You've got it. And the material you sent over excerpts from Roy Chitwood's World Class Selling, really nails this point. Your ability to ask really great questions. Well, that might just be the biggest factor in whether you succeed or not. You know, when you really think about it.
[00:01:36] Jason: Yeah. I mean it makes sense, but he gets really specific about what makes a good question, right? He does. Like there's a real art to it. Chitwood breaks it down into a couple of key things that we're gonna unpack for you. And this is gonna be super valuable. Understanding the difference between, first of all, open-ended and closed-ended questions, right, but then also fact-finding versus feeling-finding.
[00:01:57] Marissa: And that's where it gets really interesting because they both sort of work together, you know?
[00:02:01] Jason: Yeah. And he uses this great analogy to start things off. It's like thinking of a conversation as a game of catch.
[00:02:07] Marissa: I love that analogy.
[00:02:09] Jason: You know, and so whoever is talking, they've got the ball. They do. But in a sales situation, you really wanna be giving that ball to the other person, to the prospect, to the prospect as much as you can.
[00:02:21] Marissa: Yeah. Give them the ball.
[00:02:23] Jason: But why is that so important?
[00:02:25] Marissa: Well, think about it. When you are the one holding the ball, doing all the talking, right, what's the other person doing? Are they really listening to you, hanging on your every word or,
[00:02:36] Jason: I mean, probably not.
[00:02:37] Marissa: Probably not. Probably just waiting for their turn to talk, you know,
[00:02:40] Jason: To get the ball back.
[00:02:41] Marissa: And more importantly, when you're the one dominating the conversation, are you really learning anything about what the prospect needs?
[00:02:48] Jason: Right. That's the whole point. Right? Not really getting any information when you're doing all the talking.
[00:02:52] Marissa: And Chitwood, he makes a really compelling point here. Okay. He says that the longer you hold onto that ball, the less likely you are to make a sale. Oh, interesting. So how do you give them the ball?
[00:03:06] Jason: How do you do that?
[00:03:06] Marissa: You ask questions, but not just any questions, the right kind of questions. Yeah. And that's where we get into open-ended versus closed-ended,
[00:03:15] Jason: Right! So let's break that down. What are closed-ended questions?
[00:03:19] Marissa: These are the questions that can be answered with a simple yes or no. Okay. Think about how these questions often start. Is it, are you, will he, does it?
[00:03:29] Jason: Okay. I see where you're going.
[00:03:30] Marissa: Have you, do you, has it?
[00:03:34] Jason: It's like a yes or no quiz.
[00:03:35] Marissa: Exactly. Very limiting, right? Yeah. Chitwood gives some great examples of what not to do.
[00:03:41] Jason: Okay. Like what?
[00:03:42] Marissa: Like are you having any problems with your present system? Right. Or, do you think the problem is the monitor?
[00:03:48] Jason: Okay, I see the issue there.
[00:03:49] Marissa: You ask that, you get a one word answer and then what?
[00:03:53] Jason: Yeah. Where do you go from there?
[00:03:54] Marissa: You're stuck. Every yes or no puts the pressure back on you to come up with the next question. Mm-hmm. And more importantly, you're not really getting any detailed information that can actually help you guide the conversation.
[00:04:06] Jason: It feels like an interrogation almost, doesn't it?
[00:04:08] Marissa: It absolutely does. It can be exhausting for both sides. Yeah. And you're just not getting anywhere.
[00:04:13] Jason: It just lacks any depth, doesn't it?
[00:04:14] Marissa: Exactly. No depth. No direction. It's like trying to paint a masterpiece with only one color.
[00:04:20] Jason: Right. Right.
[00:04:21] Marissa: Now, Chitwood does point out that closed-ended questions do have their place. Okay. We'll talk about that a little bit later. Okay. But he's very clear that if you want someone to really open up to you to share their thoughts, their needs. Yeah. closed-ended questions just aren't the best tool.
[00:04:37] Jason: Okay. So then what's the alternative?
[00:04:39] Marissa: The alternative is the open-ended question. This is where you really get people talking. These are the questions that can't be answered with a simple yes or no. They invite a more detailed, more expansive response.
[00:04:51] Jason: Okay, gimme an example.
[00:04:52] Marissa: Sure. Think about questions that start with what, why, where, when.
[00:04:57] Jason: Right. Those classic question words.
[00:04:59] Marissa: Exactly. Who, how? The book actually does something really clever here, it takes those closed-ended examples we talked about and rephrases them as open-ended questions.
[00:05:10] Jason: Oh, I like that.
[00:05:11] Marissa: So instead of asking, are you having any problems with your present system, you would ask, what problems are you having with your present system? I see. It's a subtle change.
[00:05:19] Jason: Subtle but important, yeah.
[00:05:21] Marissa: But it makes a huge difference in the kind of response you'll get.
[00:05:25] Jason: Because suddenly they have to think about it more, right?
[00:05:27] Marissa: Instead of just saying yes or no, they have to actually explain.
[00:05:30] Jason: And that gives you so much more information.
[00:05:32] Marissa: It opens up a whole new conversation, gives you a much deeper understanding of their situation. Yeah. And the book gives tons of other examples like this showing how to transform those dead-end closed-ended questions into these open, inviting conversation starters. Right. And it's not just about those specific starting words either. Any question that requires more than a yes or no answer is technically open-ended. Oh, okay. Like can you explain that a little bit more? Yeah, yeah. Could you tell me more about why that's important to you?
[00:06:03] Marissa: These are all open-ended questions that invite a deeper response. Okay. And Chitwood even includes a really great little dialogue example in the book where a salesperson asks the prospect about their favorite sport, okay. Which happens to be tennis, right? And then he uses these open-ended follow-up questions to really dig deeper into their playing habits and their frustrations with the current tennis club.
[00:06:27] Marissa: You see how that naturally unfolds into this whole conversation?
[00:06:30] Jason: Yeah. It's brilliant because, by letting the prospect talk, the salesperson actually learns that they're unhappy with their current club and might be looking for a new one. Exactly. And that's gold.
[00:06:40] Marissa: It is. It's pure gold.
[00:06:42] Jason: So open-end questions are all about keeping that conversational ball in the prospects court.
[00:06:46] Marissa: Right! They're doing most of the talking, which means they're revealing more and more information to you,
[00:06:51] Jason: and that gives you a much clearer picture of their needs, their pain points.
[00:06:56] Marissa: Precisely. And as they talk, it creates all these natural opportunities for you to ask even more targeted questions.
[00:07:03] Jason: Right, based on what they've just told you.
[00:07:04] Marissa: So instead of feeling like an interrogation, mm-hmm, it feels like a natural flowing conversation.
[00:07:09] Jason: A genuine exchange of ideas. The book has a ton of other examples too, right? Yeah. Like comparing closed and open-ended questions on stuff like.
[00:07:17] Marissa: Yeah. Yeah. Like how important certain features are. Or their office storage solutions, how they use their equipment, whether they're open to trying new methods.
[00:07:26] Jason: It's amazing how a simple rephrasing can completely change the dynamic of a conversation.
[00:07:31] Marissa: It really is, and this is a skill you can develop. You know, learning to recognize when a closed-ended question pops into your head. And consciously turning it into an open-ended one. Like instead of, is anyone else involved in this decision? Right. You ask who else will be involved in this decision? It takes effort, but the payoff is huge.
[00:07:49] Jason: Because you're getting so much more valuable information.
[00:07:51] Marissa: Right. And Chitwood's big takeaway here, the main point he hammers home, is that this ability to ask open-ended questions directly impacts your sales success.
[00:08:01] Jason: It makes sense.
[00:08:02] Marissa: The more your prospects talk, the more they feel understood. And the more likely they are to be receptive to what you're offering.
[00:08:08] Jason: Yeah. It builds that rapport. Exactly. So we're sold on open-ended questions. But why is it so crucial to let the prospect do most of the talking?
[00:08:20] Marissa: There are two really key benefits here. And Chitwood emphasizes both. First, and this is fundamental, the only time you truly know what a prospect is thinking, what their real needs are, mm-hmm, is when they're talking,
[00:08:34] Jason: When they're actually telling you.
[00:08:35] Marissa: Exactly. Otherwise, you're just guessing.
[00:08:38] Jason: Right. You could be giving the most amazing presentation. Yeah. Getting all the key points.
[00:08:42] Marissa: But if they're not talking,
[00:08:43] Jason: but if they're not engaging, yeah.
[00:08:45] Marissa: You have no idea if it's actually resonating with them.
[00:08:47] Jason: If it's landing.
[00:08:48] Marissa: You're in the dark.
[00:08:49] Jason: Okay, so that's the first benefit. What's the second?
[00:08:51] Marissa: The second is about control. Now, not control in a manipulative sense. Okay. But control over the focus of the conversation. When the prospect is talking, you have the ability to gently steer their attention, okay, their thinking by the questions you ask. I see. He uses a great analogy here talking about speeches and lectures. Think about it. When someone's just talking at you for a long time, your mind wanders. But then the speaker asks a direct question, related to the topic.
[00:09:23] Jason: And suddenly you're back in it.
[00:09:25] Marissa: Exactly. Your attention snaps back.
[00:09:27] Jason: It's like a reset button.
[00:09:28] Marissa: It is, and that's what happens in a sales interaction. When you're doing all the talking, their mind could be anywhere!
[00:09:33] Jason: Checking their email, thinking about dinner.
[00:09:35] Marissa: But when they're actively responding to your questions, their focus is right there with you.
[00:09:40] Jason: And you can guide that focus. Precisely. Okay, so that leads to this really interesting idea. Act, don't react.
[00:09:47] Marissa: I love that.
[00:09:47] Jason: It's about being proactive. Yes. Not just responding to whatever the prospect throws at you.
[00:09:52] Marissa: Asking questions is taking action. It's demonstrating leadership.
[00:09:57] Jason: And their answers, those are the reactions. Exactly. Okay, so we've covered open-ended versus closed-ended questions. Yes. Now Chitwood moves on to another really important distinction. Okay. fact-finding versus feeling-finding questions.
[00:10:11] Marissa: This is a big one.
[00:10:12] Jason: It is. What kinds of information are we talking about here?
[00:10:15] Marissa: Well, he stresses the importance of preparing your questions. Mm-hmm. Having your standard qualification questions ready, of course. Right. But also questions tailored to the specific prospect.
[00:10:27] Jason: Mm-hmm. Doing your homework.
[00:10:28] Marissa: And the goal here is to be of service, right.
[00:10:31] Jason: To really help them!
[00:10:32] Marissa: To truly understand their needs. Offer solutions to their problems. Yeah. And to do that effectively. Mm-hmm. You need two kinds of information. The basic facts, the objective details, and then their feelings, their attitudes, their opinions, what's important to them.
[00:10:48] Jason: So it's not just about the hard data, it's about understanding their emotional landscape as well.
[00:10:53] Marissa: Exactly. You need both.
[00:10:54] Jason: Okay. So let's start with fact-finding questions. Mm-hmm. What are those all about?
[00:10:57] Marissa: These are designed to uncover the basic concrete facts about their situation.
[00:11:02] Jason: Like the nuts and bolts.
[00:11:03] Marissa: Help you qualify the prospect, understand the specifics of their current circumstances. Okay. And they lay the groundwork for you to tailor your presentation.
[00:11:13] Jason: So they're like the building blocks. They are. And what are some characteristics of good fact-finding questions?
[00:11:19] Marissa: They should be simple. Easy to answer and designed to put the prospect at ease.
[00:11:25] Jason: You don't want them to feel like they're being interrogated.
[00:11:27] Marissa: Exactly. No third degree.
[00:11:29] Jason: Okay, so what are some examples?
[00:11:30] Marissa: Sure. Like who else is involved in making this buying decision? How will this product or service be used? What product or service are you using now? Mm-hmm. When will you need the system to be operational?
[00:11:43] Jason: Right. Getting those timelines.
[00:11:44] Marissa: Where will your product be displayed? If that's relevant. Mm-hmm. What are your size restrictions? What exact specifications will be required?
[00:11:52] Jason: Okay. So these are all about gathering those essential factual details. Let's talk about the feeling-finding questions.
[00:12:03] Will: Thanks, Jason. Before we get into that critical topic, let's pause for a moment.
[00:12:08] Will: If you've been finding these episodes valuable, I want to point you to a great resource that ties directly into what Jason and Marissa are talking about.
[00:12:16] Will: All of the insights in this series come from the book World Class Selling by Roy Chitwood. It's a timeless reference packed with strategies and examples you can use over and over again. The best part? It's available on Amazon in Kindle format, so you can have it with you anywhere, anytime. Whether you're prepping for a big meeting or just brushing up between calls, it's a go-to guide for serious sales professionals.
[00:12:41] Will: Just search "World class selling by Roy Chitwood" on Amazon, and grab your copy. Make sure that you get the second edition, which is the edition that our podcast series is based on. You'll be glad you did.
[00:12:53] Will: Alright, let's get back to the conversation.
[00:12:59] Jason: Now let's talk about the feeling-finding questions.
[00:13:02] Marissa: Ah, this is where it gets interesting.
[00:13:04] Jason: It does. These seem to go a lot deeper.
[00:13:06] Marissa: They do. These are the questions that help you understand the prospect's emotions, their attitudes, what motivates them.
[00:13:14] Jason: What's really driving their decision.
[00:13:16] Marissa: Yeah. And these are almost always open-ended questions
[00:13:18] Jason: Because you want them to elaborate.
[00:13:20] Marissa: You wanna know how they feel and why.
[00:13:22] Jason: Okay. Gimme some examples.
[00:13:23] Marissa: Sure. How do you feel about the performance of your current system? Okay. Why is achieving this particular outcome so important to you? What do you like most about your present system? And then maybe even more importantly, yeah, would it be fair to ask what you like least about your present system?
[00:13:42] Jason: Ah, getting to those pain points.
[00:13:43] Marissa: Exactly. What would you think about doing it this way? Why are you considering that change?
[00:13:48] Jason: So these are all about understanding the emotional landscape. And it really makes you think, what are those key feeling-finding questions that would be most valuable in your own sales situations?
[00:14:00] Marissa: It's a great question to ask yourself. What are the underlying needs, the frustrations, the aspirations that your product or service can address?
[00:14:08] Jason: Right. Because once you understand those, you can really tailor your approach.
[00:14:13] Marissa: Exactly.
[00:14:14] Jason: Now, Chitwood points out a potential trap here. Something to be really aware of. It's this tendency to follow up an open-ended question with a closed-ended one.
[00:14:24] Marissa: Ah, yes. That's a common mistake.
[00:14:27] Jason: Why is that so bad?
[00:14:28] Marissa: Because the prospect will almost always default to answering the second question, the closed-ended one,
[00:14:34] Jason: Right. The yes or no one.
[00:14:35] Marissa: So you've essentially negated the value of your initial open-ended question.
[00:14:40] Jason: You've shut down the conversation.
[00:14:41] Marissa: You have, and it signals to the prospect that you weren't really that interested in their more detailed response anyway.
[00:14:48] Jason: It's like you're asking for their opinion, but then immediately telling them what their opinion should be. The book gives a great example. What are your thoughts on this new feature? It's a game changer, right?
[00:14:57] Marissa: Oh yeah. That's a classic.
[00:14:59] Jason: You've completely undermined the first question.
[00:15:01] Marissa: Totally. And Chitwood calls this a nervous habit. Okay. Like you're trying to fill the silence, keep things moving, but it backfires. It does, and it prevents the prospect from really opening up.
[00:15:11] Jason: Okay, so how do you avoid that trap?
[00:15:13] Marissa: He introduces this really cool technique called the friendly silent questioning stare. The what? The FSQS.
[00:15:22] Jason: FSQS. Okay. I like it.
[00:15:24] Marissa: It's surprisingly simple, but so powerful.
[00:15:27] Jason: So how does it work?
[00:15:29] Marissa: After you've asked an open-ended question, mm-hmm, stop talking. Be silent. Just be quiet and look at the prospect with genuine warmth and interest.
[00:15:38] Jason: Like you're really waiting to hear what they have to say.
[00:15:40] Marissa: Exactly. Your facial expression should convey that you're listening intently.
[00:15:45] Jason: So it's about creating space for them to think.
[00:15:47] Marissa: And to formulate their response
[00:15:49] Jason: Without feeling pressured. It's powerful because it shows that you genuinely care about their answer.
[00:15:53] Marissa: It does. It builds trust.
[00:15:54] Jason: Okay. And then there's another technique he introduces, the reflective question.
[00:15:58] Marissa: Ah, yes. This is another good one.
[00:16:00] Jason: So what's that all about?
[00:16:02] Marissa: This is where you simply repeat back a few key words from the prospect's last statement.
[00:16:08] Jason: Okay. Like a mirror.
[00:16:09] Marissa: Kind of. Like if they say we've been having some trouble with our current supplier's responsiveness. You might respond with, "Responsiveness? with a slight questioning tone.
[00:16:20] Jason: Just to show you're listening.
[00:16:22] Marissa: And to encourage them to elaborate.
[00:16:24] Jason: And keep them talking.
[00:16:25] Marissa: Yes, it keeps the ball in their court.
[00:16:28] Jason: But you don't wanna overdo it.
[00:16:29] Marissa: Right. You don't wanna sound like an echo. Like a parrot. Use it sparingly just to nudge the conversation along.
[00:16:36] Jason: Okay. Now, we said earlier that closed- ended questions do have their place.
[00:16:40] Marissa: We did.
[00:16:41] Jason: So when is it actually okay to use them?
[00:16:43] Marissa: Chitwood suggests they can be really useful when you need to regain control of a conversation that's gone off track.
[00:16:50] Jason: Okay. Like. If the prospect is telling you about their vacation, and you need to steer them back to business.
[00:16:55] Marissa: Precisely. You can interject with a closed-ended question related to their story. Like, so you spent two weeks skiing in Aspen, right? Yeah. They say yes, and now you have a natural opening.
[00:17:06] Jason: To pivot back.
[00:17:07] Marissa: To pivot back to your objective. You could say, "Mr. Jones, you mentioned earlier that you've been having some issues with downtime on your equipment. Could you tell me a little more about that?"
[00:17:17] Jason: It's a smooth way to redirect the conversation.
[00:17:19] Marissa: It is, and it avoids sounding dismissive.
[00:17:22] Jason: You're acknowledging what they said.
[00:17:23] Marissa: Exactly. The book even includes a "don't do this: example to illustrate that point.
[00:17:29] Jason: Oh, that's always helpful. It is. Now, some people might wonder, are these techniques manipulative?
[00:17:34] Marissa: It's a valid question. But Chitwood addresses that directly.
[00:17:38] Jason: Okay. What does he say?
[00:17:39] Marissa: He argues that when used ethically with a genuine desire to understand the prospect's needs, these techniques actually give the prospect more freedom to express themselves.
[00:17:49] Jason: Okay.
[00:17:50] Marissa: Because you're not leading them, you're not suggesting answers,
[00:17:52] Jason: You're just creating a space for them to share their thoughts and feelings. Now he does talk about one type of question that is manipulative.
[00:17:59] Marissa: Right?
[00:18:00] Jason: The directive question.
[00:18:01] Marissa: What's that? That's where you're essentially leading the prospect to the answer you want.
[00:18:06] Jason: Okay. Gimme an example.
[00:18:07] Marissa: Like, "If I could show you a way to achieve your current goals with saving you time and money, that would interest you, wouldn't it?"
[00:18:14] Jason: Ooh, yeah. That's pushy.
[00:18:17] Marissa: It is. It's putting words in their mouth
[00:18:19] Jason: and it can backfire
[00:18:20] Marissa: big time.
[00:18:21] Marissa: The book even gives an example of a prospect getting really annoyed by that kind of question
[00:18:27] Jason: Rightly so.
[00:18:27] Marissa: So instead of that Chitwood suggests you turn it into a closed-ended, feeling-finding question.
[00:18:35] Jason: Okay, how would you do that?
[00:18:36] Marissa: Instead of that whole leading phrase, just ask, "Would that interest you?"
[00:18:40] Jason: Okay, so it's still a yes or no question, it is, but it's much less manipulative.
[00:18:44] Marissa: Much less. It's just asking for their honest opinion.
[00:18:47] Jason: Okay, so all these techniques, open-ended questions, fact-finding, feeling-finding, the FSQS, the reflector questions. It's all about control, isn't it?
[00:18:57] Marissa: It's. But it's a helpful kind of control.
[00:18:59] Jason: Yeah. You're not controlling the prospect. You're controlling the focus of the conversation, keeping it relevant to their needs. The book even includes an exercise where it gives you different types of questions and you have to identify them.
[00:19:11] Marissa: Oh, that's a good one.
[00:19:12] Jason: It is! Like how many locations do you currently operate from? That would be an open-ended fact-finding question. Right. But how do you feel about the recent changes in industry regulations? That's open-ended and feeling-finding.
[00:19:26] Marissa: Okay. Yeah.
[00:19:27] Jason: And then a simple supply chain disruptions. Mm-hmm. Ask with a questioning tone, that's a reflective question.
[00:19:34] Marissa: So it's really about putting these concepts into practice.
[00:19:37] Jason: Exactly. And Chitwood makes a really interesting point here. What's that? He says, these questioning techniques aren't just valuable for sales.
[00:19:46] Marissa: Oh, I agree with that.
[00:19:47] Jason: They're valuable for any conversation. Absolutely. Whether it's with friends, family, even strangers.
[00:19:52] Marissa: The better you are at listening at asking thoughtful questions, the better your relationships will be.
[00:19:58] Jason: It's about truly connecting with people.
[00:19:59] Marissa: And he encourages us to practice these techniques in all areas of our lives.
[00:20:04] Jason: Makes sense. Like any skill it takes practice. It does. And at the end of the chapter, he gives a nice summary of things to remember.
[00:20:12] Marissa: Oh yeah, that's helpful.
[00:20:14] Jason: Let the prospect do most of the talking. Have open-ended questions. Use fact-finding and feeling-finding questions strategically.
[00:20:21] Marissa: Mm.
[00:20:22] Jason: Don't forget the friendly, silent questioning stare.
[00:20:25] Marissa: That's a good one.
[00:20:26] Jason: Use reflective questions sparingly, and remember, closed-ended questions can be useful for redirecting the conversation.
[00:20:33] Marissa: It's a great toolkit.
[00:20:34] Jason: It is. The big takeaway for me is that the Art of Asking Questions can really transform how you interact with people.
[00:20:40] Marissa: I agree.
[00:20:41] Jason: It's about moving from talking at someone to having a real conversation with them.
[00:20:45] Marissa: A true exchange!
[00:20:47] Jason: And it all starts with asking the right questions.
[00:20:49] Marissa: It does. It really makes you think, doesn't it?
[00:20:51] Jason: It does.
[00:20:51] Marissa: If we consciously applied these principles in all our interactions, how would our relationships change?
[00:20:57] Jason: Yeah. What new insights would we uncover?
[00:21:00] Marissa: It's something to ponder.
[00:21:01] Jason: It is food for thought.
[00:21:02] Marissa: Food for thought.
[00:21:03] Jason: Well, that's all the time we have for today, but this is definitely a topic worth revisiting.
[00:21:07] Marissa: Absolutely. It's a game changer.
[00:21:09] Jason: Thanks for joining us.
[00:21:10] Marissa: It was my pleasure.
[00:21:11] Jason: And we'll see you next time.
[00:21:12] Marissa: See you.
[00:21:13] Jason: Okay.
[00:21:14] Marissa: Great job.
[00:21:19] Will: That wraps up this episode on the Art of Asking Questions. Thanks to Jason and Marissa for breaking down these powerful concepts from open-ended versus closed-ended to feeling-finding questions and beyond.
[00:21:31] Will: Next time we'll shift gears and talk about listening. Specifically, how to let your prospects talk and why that's the key to gaining trust and insight. The episode is called Let Your Prospects Talk and you won't want to miss it.
[00:21:46] Will: Remember, all our episodes are available at tracksellinginstitute.com as well as on Apple Podcasts and Spotify.
[00:21:53] Will: Thanks for listening. Good luck and good selling.
