For the next several months my blog will focus on the attitudes, behaviors and knowledge that makes a great salesperson. I believe that these are fundamental qualities of a great salesperson. Asking good questions and actively listen to the answers is the key to controlling every sales situation. Great salespeople are aware how they ask good questions is as important as the questions themselves.
Selling Is Not An Inquisition
Remember you are not there to interrogate the prospect. The goal is to develop a mutually beneficial long-term relationship. How you ask good questions determines the quality of the answer. When you act like the “bad cop” interrogating a suspect you may get the information you seek. But you are not likely to get an order or a long-term relationship….