15h • General discussion
Control the conversation by asking better questions.
Sales Principle for New Reps: Control the Conversation by Asking Better Questions
The fastest way to lose a sale is to talk too much.
Great sales reps lead with questions, not pitches.
If you’re asking the right questions, the prospect will:
- Reveal their real pain
- Talk themselves into the solution
- See you as the expert
Simple rule:
👉 If you’re talking more than the prospect, you’re losing control.
Use this framework:
- Situation: “How are you currently handling this?”
- Problem: “What’s frustrating about that?”
- Impact: “What does that cost you if nothing changes?”
- Vision: “If this were solved, what would that look like?”
When they explain the problem in their own words, your close becomes obvious.
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Control the conversation by asking better questions.
