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To close a sale, we need information. That includes information about our customer’s need, power and influence, supporters and blockers, motivation of individuals, compelling events, the business case, competition, etc etc. The list is long, the scope is broad, the risk from omission can be terminal.
Simply having a list of questions to ask is a good start, but what happens if you don’t get all the answers we need? How and when should we ask anyway? And how can we use questions to shape our potential customer’s thinking?
Good sales questioning isn’t a random event. It involves a plan and a structure. This free trial introduces the Total-Selling 5C’s questioning structure. It’s delivered as two units of learning, each completed in about 30 minutes.