From the course: The 52 Best Sales Prospecting Tips

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Use open questions

Use open questions

From the course: The 52 Best Sales Prospecting Tips

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Use open questions

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- My next tip is another basic one but it's one new salespeople in particular don't seem to know about but need to know. Let's say you're at a wedding. You don't get to choose where you sit, your seat has been chosen and it's right next to the bride's best friend, Jessica. Your friend, the groom, has begged you to make extra effort to be nice to her because he wants everyone to get along and you two don't know each other. You sit next to her, you both introduce yourselves and now you have to engage in conversation. You ask if she has a job. She says yes. You ask if she enjoys it. She says yes. You ask if she's been traveling. She says yes. You ask if she went to Italy. She says no. You ask if she went to Australia. She says yes. You ask if she enjoyed it. She says no. Clearly this conversation isn't going anywhere. She's not opening up, or making any conversation. It's just a one-way interrogation…

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