Today we are talking about asking better questions, and training your salespeople to ask better questions. There is a tendency among salespeople to babble through questions because they are either afraid of silence or afraid that their prospect may give an answer that isn't "beneficial" to them. Nevertheless, your value as a salesperson is based on the amount of information you get, not the amount of information you give. So, ask the right questions, but give your prospects time to respond. 

What You'll Learn:

- How to ask better questions 

- Conversation goals and follow-up questions 

- When to keep questions open-ended

- Why you need to give prospects time to think and respond

- How to overcome the fear of silence

- How to use the 15-second pause

- The demerits of question stacking

- Why you must stop interrupting prospects when they speak

Many of today's sales leaders want to build collaborative work environments. They want to harness the skills of independent thinking and help their teams make intelligent business decisions. Yet, they don't ask the right questions. And when they do, they don't allow time for their salespeople to answer - a trend that needs to stop if we are to enjoy better communication and ultimately, full funnel freedom. 

Resources:

- Predictably Irrational: The Hidden Forces That Shape Our Decisions by Dan Ariely

- Full Funnel Freedom https://fullfunnelfreedom.com 

- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/  

- Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc