Here we’re focusing on how sales managers can help salespeople harness the power of questions to make the sale. It’s really what professional selling is all about.
As an organization that trains thousands of salespeople every year, we’ve observed that salespeople talk their way out of more sales than they listen their way into. We often refer to this as “jawbone” selling. Those who subscribe to this practice probably lose many sales that they could make – simply by talking less and listening more.
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