Funnel your questions
It can be easy to miss key information about your prospect's needs, or forget to ask the right questions in the first place, if you don't have a questioning strategy. Use a questioning funnel to stay on track and ask the right questions in the right order.
Today's quick tip comes from Kendra Lee, a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636
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