In your communications with a prospect, don’t hesitate to rephrase his or her answers to your questions.  This will enable you to better understand your prospect's needs completely.  This will demonstrate good listening and offers them an opportunity to let you know if you missed the mark.

Summarize frequently to make sure you're on track and nothing has changed.  It’s most important to summarize in a sales cycle where several parties and numerous meetings are involved.

And always test your progress by utilizing questions that identify your heading in the right direction. They would take the form of: “How does that sound?” “Are we heading in the right direction?” “Are we on the same page?” “Where do you see this benefiting you the most?”


"How do you know so much about everything?' was asked of a very wise and intelligent man, and the answer was 'By never being afraid or ashamed to ask questions as to anything of which I was ignorant.” 
-John Abbott
 

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