Earlier this week I had a guest blog published on a colleague’s site, Ya’ Think.  My blog dealt with the benefits of salespeople asking effective questions.   

All too often salespeople are quick to offer a solution based on the initial problem their client brings them.  The reality is that the problem the client brings you often isn’t the real problem.  And the solution the salesperson offered won’t solve their client’s problem. 

Effective questioning techniques will enable you to drill down to your client’s root issues, thus enabling you to craft a solution to meet their specific requirements.  Visit Ya’ Think to read the entire post.