Salespeople who really understand their client needs have a competitive edge. How well they question determines how strong the competitive edge is. When questions are well structured they are powerful.
Questions give the data to position products and services to meet the client’s needs. When good questions are asked, salespeople demonstrate commitment to meeting the client’s needs.
Salespeople who can ask questions in a way that encourages a client to open up have a competitive edge. Knowing how to get clients to talk about their needs in-depth is critical in sales. Prefacing is a skill that can help you do that.