In this video Wayne Berry explains why professional sales people have learned how to ask good questions.  He explains that there is a dual purpose to asking questions during a first meeting.  Most sales people understand that we ask questions to understand what the prospect feels they need, but there is another even more important reason which is understood by very few sales people.  You’ll be way ahead of your competitors if you ensure you are a truly CONSULTATIVE SALES PROFESSIONAL or what I call a Generation 4 or Generation 5 Sales Professional.  The most successful sales people in the world.  Be sure to take some notes and resolve to design a powerful list of question that you can use during first prospect meeting, either face to face or on the telephone.

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