Can’t close the sale? Maybe it’s your questions
Modern Tire Dealer columnist Wayne Williams says sales success requires more than asking the right questions. The right questions have to be asked in the right order. But what exactly are the “right” questions?
Williams says they involve more than the conventional open-ended, leading, and qualifying questions. Here are four queries to add to your next sales conversation:
* rapport-establishing questions;
* trust-establishing questions;
* trigger questions; and
* temperature questions.