™

When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale.

This is commonly referred to as needs based selling.

The most effective way to find out about your customers needs, is to ask probing, open-ended questions.

An open-ended question does not allow your customer to give you a yes or no answer, it makes them explain to you what their needs are, and why they…