Track Selling System Toolkit™

Ask great questions, be a great listener

[Track Selling System Professional Selling Questions™]

A good salesperson is a good listener. 

A great salesperson is a great listener.

Why is listening so important? According to author Ken Kupchik, there are two major reasons:

1. People — your prospects — want someone to listen to them. It doesn't happen enough.
2. There are so few good listeners these days that you will stand out in the prospect's mind.

What is the key to great listening? Great questions. Ask probing questions that reflect your interest in and understanding of your prospect's business, their challenges and opportunities, the prospect themselves, both personally and professionally.

We recommend spending most of your time with your prospect asking two kinds of open-ended questions:

• Open-ended, fact-finding questions
• Open-ended, feeling finding questions

Open-ended, feeling-finding questions will uncover the prospect's feelings: their attitudes and opinions, the things that are important to them, their emotions and motivations for buying whatever product or service you sell, and much, much more.

Here is our list of examples of open-ended, feeling-finding questions.