listening
Great Listeners Ask Great Questions
Sat, 05/08/2010 - 11:00pm | by kevansGreat listeners can be great advisors. Listening gives you the license to give advice.
But a problem I have is getting to the answer too quickly. On several occasions, this has resulted in my prospect not becoming a client, but rather a stranger. And it is hard to sell to a stranger.
A great way to manage this problem is to prepare to ask great questions--all good listeners do. Here is a starter set. I hope the readers of this blog will add more.
1. Would you tell me more?
2. What alternatives do you see?