The Audible-Ready Sales Podcast
Tips for Asking Great Questions
Mar 19, 2024
John Kaplan shares insights on asking pertinent discovery questions in sales. Topics include preparing for discovery sessions, earning the right to ask deep questions, aligning differentiation with the buyer, and wrapping up sales calls effectively.
26:16
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Quick takeaways
- Preparing an agenda before sales calls helps set the tone and structure interactions for productive engagements.
- Qualifying the decision process in sales by asking specific questions provides valuable insights for effective closing strategies.
Deep dives
Importance of Asking Great Questions in Sales
Asking great questions is crucial in the sales process to ensure effective discovery. The key lies in natural questioning aligned with the sales process and active listening. By preparing with a structured agenda and asking insightful questions that lead to impactful responses, salespeople can differentiate themselves and create urgency without being pushy.
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