We are gearing up for Season 17, but in the meantime, enjoy one of our favorites from Season 14!

You know to ask about budget.

You know to ask about timeline.

You know to ask about what they are looking for in a solution.

But when you're selling your product, do you know how to go beyond these surface area "100-level" questions?

If you can, you've opened the door to learning about your prospect's true thoughts and opinions, and most importantly their emotions.

This is where your 400-level questions live.

What are these questions, and how do they influence your sales process?

Anita Nielsen, Author of the bestseller "Beat The Bots: How Your Humanity Can Future-Proof Your Tech Sales Career", and Owner of LDK Advisory Services, steps to the mic this week and takes us to school on the topic.

Find LDK Advisory online:

Instagram: https://www.instagram.com/ldkadvisory

Website: www.ldkadvisory.com

Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com

PLUS -- hear from me and 40+ other leading sales professionals this summer in the Blissful Prospecting Think Outside The Script summer virtual tour! All talks are live and interactive, sign up at tour.blissfulprospecting.com.

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Heidelberg Catechism: A Historical, Theological, and Pastoral Commentary by Scott Clark