Selling: The Art of Asking Questions
By Keith Rosen
Gain Information, Don't Give It Away
Salespeople don't overcome objections, prospects do.
The only person who can truly overcome an objection is the prospect. Salespeople create the opportunity for this to occur through their effective use of questions. Selling is therefore the art of asking questions, listening openly and intentionally, and gaining information -- not giving it.
From: The Complete Idiot's Guide to Cold Calling
© 2004 Keith Rosen
CPW-014-009059
Salespeople don't overcome objections, prospects do.
The only person who can truly overcome an objection is the prospect. Salespeople create the opportunity for this to occur through their effective use of questions. Selling is therefore the art of asking questions, listening openly and intentionally, and gaining information -- not giving it.
From: The Complete Idiot's Guide to Cold Calling
© 2004 Keith Rosen
CPW-014-009059
Visit Keith Rosen's Website: http://www.profitbuilders.com
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