iPresent Blog 5 Things I Learned from Shari Levitin About Asking Sales Questions

We thought we’d share some words of wisdom from Shari Levitin’s Heart and Sell, 10 Universal Truths Every Salesperson Needs to Know. The whole book is worth a read, but in particular there’s a great chapter on how to ask sales questions. It begins: ‘Universal Truth #7: When we ask the right questions, we uncover what matters most. “Discovery questions” uncover customers’ needs, direct their thinking down a path we choose, generate curiosity, and ultimately move them to action. These questions build rapport, gain commitment, and help your prospects sell themselves. Well-crafted questions help us make a point loudly, without having to raise our voice. Good questions create change. Great questions can change the world.’