Management Retail

Can’t close the sale? Maybe it’s your questions

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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.

To see how these questions asked in the right order can boost sales success, read Williams' latest column, “How’s ZAT sound?” online and in the June digital and print edition of MTD.

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