Each Wednesday I work with individuals virtually to take actions that lead to more or better sales. Anything having to do with moving a sales opportunity forward counts as the activity we’re looking for on A.C.T.I.O.N Wednesdays.
During this day, there is a topic of focus. This week it is around asking powerful and valuable questions, and then listening to what your prospective client actually says. Realize the distinction between hearing and really listening, because the person you are communicating with holds the answers as to whether they are a more likely prospective customer or not.
There is a good list of general open-ended questions within Just Sell. Open-ended questions can get a conversation going and let you learn more about the buying situation.
Do you have some unbelievable questions that you ask on a regular basis? Are they written down where you can see them? If not, brainstorm with your peers, your team, or other stakeholders to develop some great questions – and you’ll see the benefit they offer once you utilize them.