In any sales or service situation it’s critical to listen, diagnose and encourage prospects to elaborate before persuading. One way to do this in telesales is to ask open-ended, consultative questions.
Consultative questions begin with words like what, how and why to get prospects to describe their circumstances and offer clues to their hot buttons. Closed-ended questions, on the other hand, start with words like is, do, has, are, can, will, which and could. Closed-ended questions are designed to produce simple
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