For instance, if a prospect has had a bad experience with your company in the past, you'll want to know about that up front, rather than learning about it as you attempt to enter the closing phase. The first step in conflict resolution is to acknowledge the customers pain. We forget to ask. Before we proceed to the next issue on our list, we have to be willing to ask ourselves some silent questions about what's on the other person's list. All too often, we ask a question and, instead of listening to the response, we start thinking about our own next question.
Effective questions get the prospect mentally and physically involved in the conversation.
That's vitally important, because the other person's time and attention are precious commodities. Titans only concern themselves with developing relationships with their customers and prospects where they can assist as an invaluable resource. These techniques have the potential to change your career for the better in an extremely short period of time. Thousands of salespeople, in organizations all over the country, have benefited from the ideas you're about to put to work. That is, they were trained to find out how things are done, what was done, when was it done, why it was done, and who was involved.