Don France maintains that questions enable discovery, and discovery is critical to finding the right solutions for your customers.

He points out prospects don’t like to talk too much; instead they would rather have the sales person tell them about their product. Prospects typically won’t share their real issues up front as it makes them feel vulnerable, something he calls intellectual protection. Don explains the concept of question spirals and why this technique is so effective. His examples are clear and practical in describing this simple but valuable technique.

Learn the advantage of having the discipline to peel away all the layers to ensure you fully understand the prospects situation. You will hear how to create relevance and become a trusted advisor.

Don France is the founder of SalesNavigation , a consulting, training, and software firm focused on improving the performance and success of front-line professionals. Although Don has worked in a variety of industries, his specialty continues to be computer software and financial services.