The Most Powerful Sales Questions
The best type of sales questions? The answer might surprise you!
In The Surprising Power of Questions, Harvard Business Review May-June 2018, Alison Wood Brooks and Leslie John, provide an answer that agrees with my own observation of sales game film.
The Best Type of Question?
(Drum Roll Please!)
Brooks and John conclude that follow up questions are the most powerful type of question. When you ask a question and then follow up, it demonstrates that you are listening, and engaged and that you care.
This is why there are ten follow up questions in the Need Diagnostic process. The real need is often revealed in response to the ninth or tenth question.
Want to learn how to use questions more effectively in your sales process? Consider attending a Software Sales Bootcamp.