In a sales conversation, the person who asks the questions has the control. Top performing salespeople are invariable those who confidently and deliberately control the sales process, leading rather than following. The quality of the sales professional’s questions and his/her ability to ask them in a logical sequence is what demonstrates to the prospect that they are a complete professional, knowing what they are doing every step of the way. In this podcast, you will learn a common sense strategy to prepare specific questions in advance, to improve the likelihood of uncovering real wants and needs that move the sale forward.