Discover the art of asking the right questions for sales success in this episode of SalesTV Mid-Day. Join us as guest Deb Calvert, a sales questioning expert and best-selling author, shares her insights on the power of strategic questioning in sales. Understand why instinctive elaboration can hijack your client's attention and learn the distinction between effective and ineffective questions. Learn how to differentiate between simply asking questions and strategically guiding a discussion towards better understanding and rapport. Deb also debunks common sales myths, providing clear and actionable advice on question preparation, purpose, and execution.
Highlights
03:38 Listening and trust are key in relationships
08:02 Socratic questioning promotes self discovery through guided inquiry
14:16 Research on questioning techniques for sales success
16:41 Is it risky to over-plan conversations?
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