Looking to adopt an approach to selling that is socially responsible? Asking questions and demonstrating a willingness to listen is just the solution.
Questions keep the customer front and center during the process. They help you stay “customer-centric.” They also allow people to express their concerns. Concerns that will not surface if the salesperson is doing all the talking.
Questions are empathy-inducing tools because they foster listening. When you listen with genuine interest you increase trust and credibility. Trust and credibility open the door to collaboration.
A question driven sales approach is better suited to today’s marketplace than feature and benefit selling of the past.