Asking the Hard Question in Sales

In sales, the ability to ask hard questions is extremely crucial in moving a deal along.Asking these questions are prone to bring out any potential objection that may be hidden or the customer does not feel comfortable in saying. An example of a hard question would be “how can you justify paying $400,00 for this house”?? The key is to try and get the prospect to think about all the reasons why it does make sense. Or at the very least come out with the potential objections so you can handle it. Don’t be afraid to talk about these touchy issues. Sweeping these questions under the rug won’t help you. You need to be able to talk about the touchy issues, so you can work them out.