There was a time when a salesperson could sell anything simply by getting excited and enthusiastic about the product. Today, learning through listening and asking probing question has become more important. Good open-ended questions can help you: learn more about the customer, prove that you’re interested in their process, and when done right can shepherd a prospect down a path that results in them feeling that they need to buy your solution because it makes the most sense.
One of the goals of early sales calls is to ask the right questions at a high level and then take the conversation down a path that helps identify the business issues and challenges and strategies to address those issues and challenges.
