Understanding is one of the least acknowledged fundamentals in selling. If we don’t understand what our prospect means we are likely to shape an inappropriate solution. Try these questions – you might be surprised to discover that your understanding is way-off. These questions also work well when a prospect is very vocal and shooting off in many directions and you need to isolate the core problem and get them to refocus.
• (Repeat your understanding) Does that some up the situation?
• (Repeat your understanding) Have I got that right?

• If I understand correctly, you were saying that…. is that right?
• Would it be accurate to say (phrase problem)?
• So, essentially, the most important point for you is… is that right?
More questions for you to use in your selling coming soon. Bookmark/RSS SalesItch now…. And don’t forget to add a comment to share your favourite questions with the community!

Tags: questions, Sales questions

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