Just about every sales book ever written preaches about the importance of needs analysis questioning.
The challenge that salespeople face is determining which questions to ask.
By my estimation, there are more than two million potential questions that salespeople could ask prospects. Obviously, no one is going to respond to even the tiniest fraction of that master list of questions.
So how do salespeople determine which questions to ask given that every minute of prospect face time is precious?
The answer to that question is a question…
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.