Asking for a story

We’re taught to share stories with prospects, yet it’s also powerful to have them share stories with you, allowing them to build on the problem. How? Once they share what problem they are having, some great follow ups are (1) ‘How often does that happen?’ and (2) ‘Is there a particular time when this issue came up?’  They will likely share a story with you that helps them want to solve it, uncovering information not otherwise uncovered.  See more at www.SalesShare.Net

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