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A recent study of more than 500,000 sales conversations, conducted by a tech company called Gong.io, uncovered that the highest performing sales people asked many more questions of their prospects. Their sales conversion rates were highest when they asked between 11 and 14 questions.
According to the Harvard Business Review, the study also discovered that top performing salespeople scattered the questions throughout the conversation. Poorer results were noted when salespeople frontload questions as they would a to-do list.
Listening and gaining knowledge from your prospect is critical to best meet their needs and secure the purchase.
Proverbs 18:15 says, “The heart of the discerning acquires knowledge, for the ears of the wise seek it out.”
To be successful in sales requires gaining knowledge through asking many questions and actively listening.
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