How to Succeed Podcast How to Succeed at Asking Questions
Aug 7, 2017
Antonio Garrido, a Sandler trainer and author of Asking Questions the Sandler Way, shares his insights on the art of questioning in sales. He emphasizes that effective questions can transform dialogues and enhance client relationships. The conversation covers the importance of adopting a consultant mindset, mastering pre-call planning, and practicing questioning techniques. Antonio also highlights how personal growth and journaling can sharpen inquiry skills, making you a more effective communicator in any business setting.
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Asking Over Answering Matters
- We're generally good at answering questions but bad at asking them.
- Success depends on learning to ask smarter, more effective questions.
Adopt Consultant Mindset
- Adopt the attitude of a consultant or trusted advisor with equal business stature.
- Asking questions raises your status and helps uncover the best solutions, even if others are better suited to help.
Plan and Extend Questions
- Plan your questions before calls and review them afterward to improve.
- Make it a habit to ask one more smart question each time to deepen conversations.
