How to Ask Good Discovery Questions While Maintaining Your Authenticity

  Preserving authenticity is fundamental for generating a sale. Ask these simple discovery questions in your next client meeting.  Today’s post is by Jeff Kirchick, Vice President of Enterprise Sales at Next Caller, and author of Authentic Selling: How to Use the Principles of Sales in Everyday Life (CLICK HERE to get your copy). In traditional sales programs, you are typically taught to ask certain questions. The problem with being taught to ask certain questions is that you are fundamentally changing your behavior when you ask them. Generally speaking, you are probably changing your behavior out of self-interest – to generate a sale – rather than asking in the interest of the customer. And the thing about sales is that you should always be focusing on the needs of the customer....



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