January 7, 2010
Ask Questions Like a Lawyer
There are three dimensions to getting a good answer to a question:
THE TRUTH, THE WHOLE TRUTH & NOTHING BUT THE TRUTH!
Unfortunately many sales professionals ask a question and accept the first answer at face value. This is because their typical personality style is characterized by high optimism and trust. Additionally if the information plays into the solution the sales person wants to propose, it’s easy for the sales person to get excited, assume the prospect is fully qualified and rush into a presentation of his product or service. [read more]
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Written by: Jason Myers
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