Little Red Book of Selling: 12.5 Principles of Sales Greatness: 12.5 Principles of Sales Greatness: How to Make Sales Forever

by Jeffrey Gitomer

Here are the 7.5 questioning success strategies: 1. Ask prospect questions that make him evaluate new information. 2. Ask questions that qualify needs. 3. Ask questions about improved productivity, profits or savings. 4. Ask questions about company or personal goals. 5. Ask questions that separate you from your competition—not compare you to them. 6. Ask questions that make the customer or prospect think before giving a response. 7. Ask Power Questions to create a BUYING atmosphere—not a selling one. 7.5 A critical success strategy: To enhance your listening skills, write down answers. It proves you care, preserves your data for follow-up, keeps the record straight, and makes the customer feel important.