Great sales people are strategic listeners. They work hard to be viewed in a strategic light.
• They ask great in-depth questions about the customer’s problems and needs.
• They demonstrate knowledge about the customer’s business via the quality (not quantity) of the questions they ask.
Great sales people are focused on learning by first asking questions about the customer’s business. This is not about using the same list of questions for every customer. It is about…
• Doing advance research.
• Determining the customer’s most current list of strategic projects.
• Asking clarifying questions about those projects.