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In the latest episode of the World Class Selling podcast, Jason and Marissa explore what Roy Chitwood called one of the most critical skills in professional selling: the Art of Asking Questions.
Listeners will learn the key distinctions between open-ended and closed-ended questions, how to use fact-finding versus feeling-finding questions, and how small language shifts can dramatically change a conversation's outcome. Jason and Marissa also share techniques like the “Friendly Silent Questioning Stare” and reflective questions that help uncover more profound insights from prospects.
This episode isn’t just about asking more questions—it’s about asking better questions. Whether you’re trying to qualify a lead, uncover hidden needs, or build rapport, this conversation is loaded with actionable insights.
This is the sixth episode of our World Class Selling podcast series. If you missed the first five episodes, they are available on our website under Resources or on Apple Podcasts and Spotify.
In our next episode, we’ll explore the other side of the questioning process: listening. The podcast is based on the chapter Let Your Prospects Talk from Roy's book.
[Click here to listen and read the transcript.]
Good luck and good selling! |
