Every salesperson asks their customers, “What are your goals?”
The problem is… this can be a superficial question. And superficial questions lead to superficial responses.
Challenges & Opportunities
Ultimate sales pros go further. Ask the following two questions, after the “goals” question:
#1. Tell me about the specific challenges you want to overcome when pursuing these goals?
#2. Share with me the opportunities you are pursuing to achieve these goals?
Dig deeper! As a result, you will receive more substantive information to help you, help your customers achieve their goals.
