RAB Research Archive

Let the prospect speak



The opposite of open-ended questions, which encourage prospects to speak freely and elaborate on their goals, are yes-or-no questions. You can’t avoid yes-or-no questions entirely, but with too many of them, you risk turning your sales call into more of an interrogation.

Make sure your call doesn’t devolve into you asking questions, waiting for an answer, and then asking something else. You’ll never build a rapport with someone this way.

Source: Sales consultant John Greene





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