Questions uncover intent vs commitment. The purpose is to focus on communication and gather data. If you truly wish to understand people, you must listen more that you speak.
Listening is a skill which is hard to master and requires one to be able to distinguish between what is being said vs. what is not being said. We should be constantly striving for clarity and not accept vagueness. Having good skills in this area will help you minimize the risk you will say something you might later regret.
Even though questioning is a big part of the sales process unless you can reflectively listen, synthesise what is being said (and not said) and accurately summarise what has transpired, you will potentially miss the real issues.
Key Learning Points:
- Learn an active and inquisitive conversational style questioning technique that guides the prospect through problem solving
- Learn techniques on how to identify, evaluate and resolve the real issues people have
- Learn how to move people from the stages of ‘curiosity’ to ‘intent’ to ‘commitment.’