Let me walk you through a day in the life of a Kirby vacuum salesman
Open ended questions will tell you exactly how to sell to any prospect.
I was with a sales training client this week and challenged the sales team to come up a few open ended questions that could draw the client in to the conversation. (An open ended question cannot be answered with a yes or a no.) Because without the client being involved in the conversation you are not going to get very far in the world of sales.
Bob Urichuck is the author of the best-seller “Disciplined for Life: You are the Author of Your Future” and two new books: “Velocity Selling” and “Motivate Your Team in 30 Days.” He is the founder of the “Buyer Focused” Velocity Selling System–one of the most advanced interactive video-based virtual learning systems available in the world today. […]