Discover three ways to gently bring existing pain to the surface
That is, uncovering a level of emotional discomfort on the prospect’s part that’s sufficient to inspire action to change what isn’t working. Notice that you’re not creating this discomfort. You’re shining a spotlight on something that already exists. Here are three questioning techniques that will help you uncover the emotional gap between where your prospect is right now ... and where he or she really wants to be.
For salespeople who are tired of receiving passive responses or rejections from prospects after the first to second interaction.
Take the next step to improve client relationships to close the sale