Questions Lead to Answers… who knew?

One of the traits of successful salespeople is the ability to not only to ask questions, but also to ask the right questions and then ask follow up questions.

My coaching clients are often surprised at the results they get when they ask the right questions. For example; “do you need a price for budgeting purposes, or are you going to be making a purchase shortly?” Another example; “may I ask who else is offering proposals?” One more; “can you tell me the criteria that will be used to determine who the successful bidder will be?” Read More