If I asked you “What’s the most important skill to master to uncover buyer objectives ?”, what would you say ? Qualifying ? Needs analysis ?
You’d be wrong.
All of the above are important, but they’re not the most important. What is ?
Asking great questions.
Whenever I’m in front of my clients, I like saying “The quality of your sales depends on the quality of your conversations. The quality of your conversations depends on the quality of your questions”.
Great questions elicit insights. Build rapport. Forge a strong, emotional connection with your prospect. Position you as a trusted advisor. Help you uncover the real, underlying buyer objectives.