This sales training video teaches how the business insights you present are now put into the prospect's or client's world through questions. How do those insights compare to their experience?
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- One of the keys to avoiding an interrogation session…is understanding that we have to earn the right…to ask questions.…In my experience, salespeople sometimes feel…that the prospect knows that they have to…ask a lot of questions, so it's okay to just…jump into those pretty quickly.…To some extent, yes, people do understand…that there will be some questions asked on a sales call.…But how likely are they going to be to answer your questions…if they don't feel that you're going to bring them value?…Think of it this way, if you were to walk into…a department store looking for a new suit…and you're greeted at the door by someone who says,…"Hi, my name's Jeff, what's your height and weight?…"What's your favorite color?…"How much are you planning on spending at the store today?"…et cetera, how likely are you to want to…answer their questions or even shop at the store?…See, those questions might be appropriate at some point,…but not until you're comfortable with the person…and the environment, and you're sure…that they're not going to try to sell you something…