From the course: Cold Calling Mastery

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Using open questions in sales

Using open questions in sales

From the course: Cold Calling Mastery

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Using open questions in sales

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- So I mentioned it earlier on but I want to mention it again, open questions are so crucial to the process because they get the information flowing. Seeing who, why, where, when, and how are the key things to keep it moving. So you get far more information from them. The conversation flows naturally. I always say to have the QAC technique, which question, answer, comment. So you ask the question, who are you using at the moment, why do you like them? They give you the answer. I'm using XYZ and like them because they respect us as a customer and they're fast at responding. And then you say a comment. Oh okay, that's really interesting. And then you ask another question. When do you review with them? Is there anything that you would like them to do differently, if so what? And you keep the conversation, question, answer, comment, question, answer, comment, QAC, QAC, QAC. Just like a duck. Now I've added a…

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