How to use your product knowledge and market expertise to coach your customers

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What’s the single most significant selling skill to develop?

Ask anybody with significant experience and success in high-level selling, and you’ll get the same answer. The selling skill that’s always been at the top of the list is asking great questions.

But the best type of question to ask has been changing in recent years.

Conventional Selling

In conventional, old-school selling, salespeople are trained to ask “discovery questions”. These questions enable the salesperson to understand the customer’s situation.

These salespeople are taught to ask discovery questions to clarify whether or not the customer is a good fit for what they’re selling.

This conventionally trained salesperson then seeks to present the benefits of what they’re selling based on what they learned “during discovery”.

Sales Reset Questions