Earning the Right to Ask Questions

Florescent office lights beaming, phone to your ear, swiveling back and forth in your squeaky chair. The day is ending and you need to hit quota. You are struggling. You fumble through YouTube to find a cheesy inspirational video. 

You decided to start earning the right to ask questions. You do these two things.

1) Prepare

Preparation demonstrates you care. Prepared people are loved because they already know who we are, what we love, and what we hope to achieve. Before your next customer meeting, try creating a BIOGRAPHY/FACT list about the prospect by leveraging social media platforms. 

2) Build a Narrative

Narratives make statistics and data come alive. You can be an effective story teller by highlighting specific results and mentioning relevant case studies. Customers will gravitate towards you because you are speaking truth.

Gaining the right to ask questions is important because it builds trust, transforms minds, and motivates buyer action.

S. Ray Martin

 Source: SalesBenchMarkIndex.com