It has long been stated that the one who asks the questions controls the conversations. While this is common sense, for many salespeople it can feel like this nugget of knowledge goes out the window when they get in front of a prospect. Their tongue either gets tied or it goes beyond the threshold of conversation and becomes a one-directional diatribe.
Asking questions, especially the right questions, cannot only provide you with clarity and a deeper understanding of the prospect’s needs but, when articulated correctly, can expose their deepest desires. When you master the art of questioning, you are able to convey a solution to your future client that will make you the obvious choice to work with.
