No More "20 Questions"

Effective questioning is key when it comes to finding out what your prospect’s needs and values are. It equips you with the information you need to create a compelling and persuasive case for change. A lot of people think that consultative selling is the ultimate solution – that if you just ask a lot of questions, the prospect will think that you’re interested in them and you’ll get a lot of information that you can somehow cobble into a compelling proposal.