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How many questions do you ask on a typical sales call? Consultative selling is all about asking good questions, but I am always amazed by how many salespeople don’t ask good questions. The easiest technique and the one the vast majority of salespeople fail to practice is the art of asking the follow-up question.

Each time the customer makes a statement, always take the time to ask a follow-up question on what they just said. It’s the follow-up information they give you that is going to be of real value to you. When you take the time to ask a customer for further explanation, you’re telling the customer that you really care about what they have to say. It elevates the customer and, in turn, the customer elevates you.

Key to remember: Never move on in your presentation until you have asked a follow-up question on each comment the customer has made. This is an important aspect of consultative selling.

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