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#797: The Lost Art of Questioning in Sales
Manage episode 419224348 series 3559803
Bill Caskey - Bryan Neale, Bill Caskey, Bryan Neale: B2B Sales Trainers, and Business Strategists에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Bill Caskey - Bryan Neale, Bill Caskey, Bryan Neale: B2B Sales Trainers, and Business Strategists 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.
In this episode, Bill and Bryan discuss what they see as the lost art of asking effective, insightful questions during sales discovery and qualification.
Many salespeople rush through this stage by asking leading questions rather than using open-ended queries to genuinely understand the prospect's situation.
The guys argue that failing to properly qualify through skillful questioning leads to cluttered pipelines full of unqualified deals. And they emphasize relearning the art of questioning to have more honest, productive sales conversations that expose the right opportunities.
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