Step 2 Ask questions to elicit information on his needs which you seek to address

No matter how well worded your IBS, your prospect holds many pressing needs begging to be filled. By careful questioning, you can get people to reveal their hidden needs and reconsider their position in light of what you have to offer.

It is important that you choose your questions well. Raise questions that will lead to revealing hidden needs which your idea, proposal or product can directly address. Raise questions that will direct you to proclaiming more of the benefits of your idea.

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