Comments on: Best Sales Questions to Ask On A Sales Call http://salesmarks.com/archives/best-sales-questions-to-ask-on-a-sales-call/ Resources for Sales and Small Business Mon, 28 Feb 2011 20:05:41 +0000 hourly 1 By: Jim Karrh http://salesmarks.com/archives/best-sales-questions-to-ask-on-a-sales-call/comment-page-1/#comment-2045 Jim Karrh Mon, 19 Apr 2010 21:45:55 +0000 http://www.salesmarks.com/?p=480#comment-2045 Excellent post. Your example illustrates the value of pre-call research as well as smart listening -- ultimately taking the other person from a position of frustration with the current state of affairs to imagining a future state which has less pain and/or more opportunity. I noted that Samantha didn't waste Karen's time with lazy questions such as "What keeps you up at night?" Instead, she had done her homework. (Or am I the only one who is bothered by that "up-at-night" question?) - Jim Karrh Excellent post. Your example illustrates the value of pre-call research as well as smart listening — ultimately taking the other person from a position of frustration with the current state of affairs to imagining a future state which has less pain and/or more opportunity.

I noted that Samantha didn’t waste Karen’s time with lazy questions such as “What keeps you up at night?” Instead, she had done her homework. (Or am I the only one who is bothered by that “up-at-night” question?)

- Jim Karrh

]]>