SPIN

  • Can Your Salespeople Sell More Effectively by Asking More Questions?

    • October 22, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    By now most executives understand the role and importance of questions in the sales process.

    More questions?  Okay.

    Better questions?  Sure.

    Tougher questions?  Makes sense.

    Questions that result in the kind of conversations that none of your competitors are having with your prospects?  Sounds great.

    But can your salespeople do this?

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