ask better, talk less
the business that asks the sharpest question wins, not the one with the longest answer.
a buyer who is talking is a buyer who is deciding.
a buyer who is listening to you is a buyer who is waiting to leave.
most sales conversations are 80 percent the seller.
flip it.
a good question
is about their situation, not your product.
can't be answered with yes or no.
makes them pause before answering.
shows you heard the last thing they said.
"what made you look for this now, and not six months ago?"
"who else needs to feel good about this?"
"what happens if you do nothing?"
a bad question
"are you interested?"
"can i send you more details?"
"is this a good time?"
the rule
never answer a question you could ask first.
never ask a question you could have learned by listening.
the question to ask yourself
in your last sales conversation, who talked more?
how aligned is your business with this?
talk it through with PROXe. it will show you, using your own words.