Make your questions count

Practice the art of asking superb questions. Think deeply about the information you need to obtain in order to offer the perfect solution to your customer. Reflect on the information you want to receive from the prospect when they answer your question – what specifically do you want them to tell you?

Remember that you don’t have an unlimited number of questions, so make sure that every question counts and helps you collect the critical information that will allow you to understand the customer’s real needs and move the sale forward.