Simple Ways To Ask Better Questions

Posted by Chris Mott on Tue, Feb 26, 2019 @ 12:02 PM

Greater Clarity

Closing percentage can mean a lot of different things, including how much time you might waste from the point at which an opportunity becomes closable until it is actually closed. Let's say you close 30% of your proposals to new and existing customers. When you consider the 70% that you did not close, approximately how much time do you think you wasted? Is it 20%, 30% or higher? We know it's  not zero.

One primary driver of this is our ability to achieve great clarity with our questions. In today's video I discuss the analogy of using bright lines and fine lines. This two-minute clip will help you improve your questioning process.

 


 

 

Topics: Consultative Selling, sales questions, active listening, delayed closings, low closing percentage

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