--- tags: Teaser --- # The power of asking great questions One of the core skills a salesperson must develop is asking great questions. Why? :::info :bulb: Prospects don’t see value from what you say, they see value in what they say. ::: This small insight is crucial. Sales is not about telling the prospect what their need or problem is, it’s about helping them discover it on their own. :::info :bulb: The goal is therefore to guide the prospect to become aware of their need or pain, and the potential impact it has, on their own. ::: How? By asking the right questions, at the right time! &nbsp; ## Effective listening and questioning A core skill to a successful sale is learning to guide the conversation through effective listening and questioning. Do you still think questions are only useful to get information? Think again! Asking great questions is a superpower available to all of us, not only key in sales, but in life. Different kind of questions can be used to: - Control a conversation - Show interest and build relationships - Explore people's personality - Diagnose problems - Test people's knowledge - Emphasize a point - Encourage discussion You will get better at using questions to guide a conversation through practice. For now, let's have a look at the different kinds of questions and their uses! {%youtube 1dO0dO__wmE %} <style> body > .ui-infobar, body > .ui-toc, body > .ui-affix-toc, body > .ui-community, body > .document-footer { display: none !important; } </style>