Are you asking good questions to keep the sales process moving forward? Do you use active listening responding to the answers? When seeking information from your prospect do you use open-ended questions?
Better To Listen Than Speak
I have often heard it said: “God gave you two ears and one mouth. Listen twice as much as you speak.” Great salespeople are very good at active listening. They ask open-ended questions designed to keep the prospect talking. When the prospect tries to change the conversation to get the salesperson talking, great salespeople use the reverse technique to maintain control….