Asking and good listening are some of the most important competences of salespeople. Experts agree on this. Nevertheless, most sellers don’t ask enough in sales conversations. The consequences are misjudgments, misunderstandings and inadequate advice. Sales conversations cannot be as good without questions as they are with them.
In this talk the author of the book “Selling and persuading with questions“, Franziska Brandt-Biesler, uncovers the secret of why people do not ask enough and explains how they can still learn it. She reveals that question are good for much more than “just“ getting information and gives practical examples for especially effective questions. She invites her listeners into the psychology of asking and gives practical advice for implementation.
- Questions are forbidden!
- Questions can do much more than you think
- Listening is learnable and crucial
- Not just idle talk: If you don’t ask, you cannot lead
- The best questions for different sales situations