Rotman's Sales Club (Extract 08)
DEVELOP YOUR EMOTIONAL INTELLIGENCE
Ask closed questions to understand the need.
I feel like it’s common knowledge in sales that questions are the key to sales success. Questions are what help you get the information you need so that you are able to present a solution that will win the business.
What’s more important to know is that it is the structure of your question that makes you successful. The words you use, your tone of voice and if you are asking an open or closed question.
I feel that most of us in sales understand the importance of open questions AND I feel we undervalue the power of a closed question.
Here’s a snap shot from my workshop with Rotman School of Business where I share my insights on the value of closed questions. In some cases closed questions and one-word answers are more important than open questions.
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