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#797: The Lost Art of Questioning in Sales
Manage episode 419224348 series 3559803
コンテンツは Bill Caskey - Bryan Neale, Bill Caskey, Bryan Neale: B2B Sales Trainers, and Business Strategists によって提供されます。エピソード、グラフィック、ポッドキャストの説明を含むすべてのポッドキャスト コンテンツは、Bill Caskey - Bryan Neale, Bill Caskey, Bryan Neale: B2B Sales Trainers, and Business Strategists またはそのポッドキャスト プラットフォーム パートナーによって直接アップロードされ、提供されます。誰かがあなたの著作物をあなたの許可なく使用していると思われる場合は、ここで概説されているプロセスに従うことができますhttps://ja.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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