Sales Reps, Stop Asking Leading Questions – HBR
To maximize the power of consultative selling, we have to move beyond a simplistic view of solution selling. It’s not about grilling the buyer but rather engaging in a give-and-take as the seller and buyer explore the client’s priorities, examine what is in the business’s best interests, and evaluate the seller’s solutions. Asking questions is part of this engagement process, but there’s a right way to do it. Here are some important pitfalls to avoid:
Avoid checklist-style questioning.
Avoid asking leading questions.
Avoid negative conversational behaviors.
Especially the last one. AVOID!
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