The ability to ask the right questions is a skill that is helpful in almost any professional role. In sales, effective communication is critical, involving both asking the right questions, and carefully listening to the answers. Why is active listening so important?
When first engaging with a new prospect, it is important to establish a genuine connection. This helps the salesperson truly understand the prospect’s role, needs, and the benefits that they would find in a solution. What is the first thing you should do when talking to a prospect, whether on Zoom, the phone, over LinkedIn, or in real life?
Fill in the blank in the following outline of the Conversational Selling methodology:
Introduction: where you establish warmth, credibility and trust;______________: where you identify the pain points of the prospects through strategic questions, position your product’s value in relation to those needs, and start to handle objectionsClose: where you ask the prospect for their cooperation, and establish next steps.