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May 2024
16m 17s

#797: The Lost Art of Questioning in Sal...

Bill Caskey and Bryan Neale: B2B Sales Trainers, Business Strategists and L
About this episode

In this episode, Bill and Bryan discuss what they see as the lost art of asking effective, insightful questions during sales discovery and qualification.

Many salespeople rush through this stage by asking leading questions rather than using open-ended queries to genuinely understand the prospect's situation. 

The guys argue that failing to properly qualify through skillful questioning leads to cluttered pipelines full of unqualified deals. And they emphasize relearning the art of questioning to have more honest, productive sales conversations that expose the right opportunities.

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