How Great Questions Lead to Better Sales Conversations

In this clip from RAB's Seven Steps of Selling series, Jeff Schmidt explains why the person asking the questions controls the conversation - not the one doing the talking. By asking thoughtful questions and digging deeper into a client's needs, sellers can uncover meaningful insights that lead to stronger proposals and more strategic recommendations.

Schmidt, RAB's SVP, professional development, explores the Customer Needs Analysis (CNA). It is one of the most critical steps in building stronger client relationships and developing effective marketing solutions. A well-executed CNA helps sellers move beyond surface-level conversations to uncover the challenges, goals and opportunities that drive business decisions. Watch the full presentation on demand to learn how mastering the CNA process can help you build trust, uncover opportunities and create marketing strategies that deliver results.