Salespeople today are in a tough spot. Most customers won’t reach out to companies until they’re most of the way through the buying process.
With the Internet thrown into the mix, customers often know more about your products and your competitors than you know about them.
Fortunately, the secret to winning over customers is free and anyone can learn it. It’s effective sales questions. In fact, in a study of over 500,000 discovery calls, there’s a clear correlation between the number of questions a sales rep asks and her chances of closing the sale.