You can’t be involved in sales for long without learning how important questions are to the whole process.
Effective questioning reveals buying attitudes, clarifies details, and motivates prospects to engage more deeply in the conversation. Before that sales stage begins, though, you’ve got to find likely prospects.
In the prospecting stage, questions are one of the most effective means to find the people and companies who are most likely to be good business targets. But if your queries don’t drill down far enough, if your probes are just skimming the surface, your prospecting pipeline gets clogged with time-wasters and wild goose chases instead of real sales opportunities. Continue reading →
