‘Great Questions’ of a Sales Meeting

IllustrationPlus tips on objections and presenting.

By Rob Nixon

Being a sales success is not about telling. It’s about asking open-ended questions and listening. Really listening.

MORE ON STRATEGY: 12 Steps of a Successful Sales Meeting | How to Turn Prospects Into Clients | 11 Ways to Move to Value Pricing | Get Rid of All Your Rates | You Can’t Lavish Time Unless You Have Time to Lavish | Changing Accountants: 2 True Tales | Your Clients on Your Terms
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

My model of “great questions” shown here is about asking questions in a sequence. After years of testing, the sequence must be followed to the letter. You will see it follows my 12-step approach to the successful meeting.