A good salesperson knows what questions to ask, and when. Develop your questioning techniques, always remembering the traditional rules of questioning: What? Where? When? Which? Why? Who? How?

Continually test your understanding of the situation by asking questions and verifying that everybody’s on the right track.

The key to uncovering needs lies in good questioning techniques. Questioning is a skill that requires much practice and concentration, but once mastered serves you well.

Also remember that God has given us two ears and one mouth – we should use them in that order! Successful sales professionals talk for 20 percent of the time and listen for 80 percent of the time. It’s crucial for new salespeople to develop their active-listening skills.

Understanding  people  and  human  motivation  demands  alertness  to behavior clues. Among the most important clues is the words people use. Human relations is all about helping others like themselves. Sincere listening demonstrates sincere interest.

The best sales approach begins with a question. Listening for the answer is your guidepost to the right road.

Recommended reading:
“How To Become An Active Listener”

“How to Uncover Needs Painlessly Using The Funnel Technique”

Today’s News: Very late message from Jill Konrath, but you can still register:

From Jill’s Jottings

I know this is late notice. But when I heard about the Science of Social Media Marketing webinar yesterday, I wanted you to know.

Being savvy about social media is essential today, yet most of us (me included) wade into it tepidly, if at all.(Me too – JF)

You’ll want to check out this complimentary webinar if:

You’re not quite sure what social media marketing is all about.

You don’t get why so many people are all hyped up about it.
You want to learn new, cost-effective ways to grow your business.

When: Wednesday, December 9th at 2 pm ET

Busy at that time? Sign up anyway. As soon as it’s done, you’ll get sent a link so you can listen whenever it works for your schedule.

Everyone who signs up also gets a free excerpt from The Social Media Marketing Book by Dan Zarrella. He’s the guy doing the webinar.

Click here to register now.

P.S. Full disclosure: Jill’s message is sponsored, but my recommendation is definitely not – like Jill, I am a huge fan of HubTools

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