Questions?

To be a good sales professional you must be good at asking questions.  You might chalk this up to being inquisitive, which may be the case for some, but not necessary for others.  The simple talent of asking great open-ended questions will be the true differentiator between sales people.

How do you ask good questions?

What constitutes good questions?

Good questions seek to understand a person's interests, passions, concerns, priorities and more.  The task is simple, prepare your questions ahead of time and take them with you.  This is a very novel idea...prepare ahead of time?  Research my customer ahead of time?  The task is simple, but it does not happen and it is not done by sales professionals.  I am one of those.  Therefore, this is my public declaration that I will prepare questions ahead of time!

Will you?

Scott