I spend a lot of time training salespeople on how to ask questions.  Good questions, great questions, high-value questions, open-ended questions, and so on.

It is the top-selling skill needed to accomplish everything when selling, when cold calling, to determine a customer’s needs, to close a sale, to develop relationships, to solve customer problems, etc. 
 
However, I have failed to spend enough time on the selling skill of answering questions.  When your prospect or customer asks a question, all of your senses should set off an alarm.  That alarm should be telling you to stop thinking of whatever it is you are thinking about.  Focus all your attention on the question that you were asked. 

Listen in as we dig deeper into a planned approach to several critical questions your customers might ask!