Listening

Topics:
Assessment
Tags:
Buyer,
Sales,
Sales Force Management,
Sales Strategy,
Sharon Drew Morgen,
Skill
Source:
Sharon Drew Morgen

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Overview: Read on in the paper that the best way to go about learning to create facilitative questions is to tune the listening skills. Buying facilitation elicits systems-based data rather than needs based data, which means that we must fine-tune the listening skills accordingly. Consultative sales ask questions to give the seller enough information so she can determine a solution and introduce buyers to what she thinks they need. Buying Facilitation uses questions that teach buyers how to identify all of the elements that need to be aligned within their system before they can decide on a solution.

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Format: PDF | Size: 427KB | Date: Jan 2003 | Pages: 6

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