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The aim of asking questions is to lead your sales prospect to the point where they realise on their own terms, that they have a need for your product or service.

You’ll have more success pulling people towards you with interest by sharing stories, anecdotes, case studies even, than by mechanically following a sales script. Remember, people buy people, so be a real person, not a dreaded salesperson.

This phase is all about active listening so you can gather information, but importantly understand their emotions and motivations and start connecting the dots to find solutions.

Take this opportunity to share your business with me and I’ll share my knowledge and experience to provide you with reassurance, challenges, and real-life case studies to spark or fuel your ideas and add an innovative, creative approach for your contemplation.

Try to maintain positivity, reasoning and control when holding team meetings and when having one-to-ones. If you’re discussing something emotive, it’s OK to allow your team to see how you’re affected by it

the team need to trust that you’re working in everyone’s best interest, and not just serving yourself.