When asking your clients questions, are you framing your questions to elicit the response you want to hear or to get the truth? One common trap that people fall into is trying to get people to agree with us. However, if you ask your clients questions with more skepticism, you can begin to uncover the truth. In this episode, I share how pivoting the way you ask your client’s questions can help gain transparency, build trust and increase your success.
“Effective sales is not about persuasion, or coercion. It’s about getting to the truth as quickly as possible.”
“If we ask questions in a challenging way, if we ask questions, actually, in a negative tone, instead of in a positive tone, we will actually elicit a positive response.”
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
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