When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.
If you’re preparing for a meeting with a great prospect, you’ll want to make a good first impression. This meeting also has to count in terms of the information you’re able to get out of your contact.
Are you envious of a fellow salesperson who picks the right questions to ask in a fact‑finding situation? Probing ‑ asking the right questions at the right time ‑ is essential to success in sales. Probes help prospects “open up.”
We all experience periods of low productivity or feel frustrated when we’re not making the progress we’re hoping for. Jason and Jodi Womack have developed a set of questions that can help you find new focus and succeed at selling.