Lee Salz is a Featured Columnist for The Business Journals.
Just about every sales book ever written preaches about the importance of needs analysis questioning.
The challenge that salespeople face is determining which questions to ask.
By my estimation, there are more than two million potential questions that salespeople could ask prospects. Obviously, no one is going to respond to even the tiniest fraction of that master list of questions.
So how do salespeople determine which questions to ask given that every minute of prospect face time is precious?
The answer to that question is a question…