3.3 TOOLSET - The Meeting - Ask the Right People the Right Questions at the Right Time

As human beings, we understand how good it feels to be the subject of another person’s curiosity. We like talking about ourselves. Why then can it be so challenging for salespeople to conduct meaningful buyer interviews? Why is it so hard for salespeople to stop talking about themselves and make the buyer the subject of their curiosity? All you have to do is be prepared to ask the right people the right questions at the right time.