The Confirm-Ask-Explore™ Framework
“Asking the right questions, the right way, is critical in the recognition of the needs stage of the sale.
Confirm Questions: Start your conversations by confirming information that you know or learned from previous conversations, conversations with their colleagues, or research that you found.
This includes information about the person, the company, and the problem. This should be the first 10 percent of any sales meeting. If you have a 30-minute meeting, that’s 3 minutes. If you have 10 minutes, spend 1 minute or less summarizing, or confirming, what you know.
Confirming previous or available information builds trust with the prospects because they know you’ve done your research coming into the meeting.”[Excerpt from my book – “Stop Hustling, Start Scaling.”]
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