According to Deb Calvert, author of DISCOVER Questions Get You Connected, most salespeople rely on the same three types of questions: Straightforward fact-gathering questions, objection-surfacing questions, and goal assessment questions. Three types of questions will lead to just three types of answers – and that means you’ll likely overlook valuable information, misdiagnose pain, make incorrect assumptions, and dig into the wrong areas. A well-crafted priority question identifies the buyers most important objectives or challenges and is a fantastic follow-up to goal-assessment questions. Try to avoid asking closed-ended priority questions, which can influence your prospects response.
7 Types of Sales Questions Reps Should Use in Every Conversation
