The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

A salesperson usually has a list of questions they want to ask a prospect. After all, understanding the prospect and their business is necessary to know if and how you can help them and their business. But often, these questions come across as overly prying. How do you fix this? By using Donald’s four tips to avoid sounding like you’re prying in their business. Build rapport before you ask questions. The private information you need will come only if the prospect feels comfortable. You don’t have the authority to ask those questions when you first start interacting with a prospect. The key? Don’t ask about the weather - surface-level questions don’t build the relationship you need.  Ask more profound questions and provide thoughtful engagement to show the client you care about their result. Let them know you’ll be asking tough questions.  Think back to episode 1275 and episode 452 about rapport building and rule-setting, respectively - these elements are critical to establishing before asking questions. Gi