Asking questions is an integral piece of sales in order for you to uncover your prospect’s true challenges. But how much of your time do you actually spend on developing questions that will allow you to move forward along your sales process? We have an interesting topic on today’s Sales from the Street as Dave Specht shares with us value-packed insights on the power of asking great questions.
Dave is an entrepreneur, author, speaker, and creator of some awesome mobile applications such as Inspired Questions for Family, Inspired Questions for Farmers, and Inspired Questions for Family Business..
Dave is also the Founder of Advising Generations, a consulting practice that works with multi-generational family businesses looking to transition their ownership and management to the next generation.
Here are the highlights of my conversation with Dave:
Dave’s biggest challenges:
Strategies Dave employed to overcome this challenge:
How to develop questions:
What are the questions that can unlock this person to be able to allow them to move forward for their benefit?
Dave’s Major Takeaway:
Spend an equal amount of time working on and writing down questions as you do learning and understanding your own product.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.