General or Specific Questions?

Since questions and the questioning model are so critical to your b2b sales success, I want to cover the importance and difference between general and specific questions. There is a direct relationship between general and specific questions usage in the b2b sales process.

First, as a reminder, why are you using questions in the b2b sales process?

Because using questions engage the buyer and involve them in creating a solution for their issues and concerns. Questions are used to gain the prospects interest and attention to solving a problem – their problem and the associated pain of their problem.

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