Ask The Right Questions

How do we provide an incredible service to our customers where they literally thank us while they're giving us money? And one of the easiest ways to do that is by learning to ask good questions. The worst type of questions are complex questions. And a complex question, is trying to tackle too much at once.

Sometimes the simplest of questions leads to the most complex answers, the worst type of questions, not asking follow up questions. So what many salespeople do is they may get decent in asking a question, but then the question hits a dead end, and then the conversation is over. The best questions are the follow up questions to extract even more information.

One really simple way to do that is just to say, what else? Now the worst questions in sales, yes or no questions. They don't further the discovery. When we need information, we want to ask questions that lead to a longer response. Open-ended questions typically begin with who, what, when, where, why, and how.

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