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How to eliciting open, honest and accurate information

It is important for salespeople to elecit open, honest and accurate information during the sales call. What techniques do you employ to make it OK for prospects to openly share? - by Vito
It is important for salespeople to elecit open, honest and accurate information during the sales call. What techniques do you employ to make it OK for prospects to openly share?
Actually both of these questions are tied together, and my answer would be the same....

Going to work WITH the client is the way to solve HIS/HER need, or to provide solution or opportunity with your product or service. You estabish yourself as an advisor/consultant learning your client. You do that through exploration with well intentioned open ended questions that are designed to have your client provide information that relates to what they do, who they are, how they operate without your product or service or with a competitors product or service.

Dispensing a little small talk, exploring the clients situation with properly formulated questions, and then offering suggestion of how your product or service would fit varying situations you've uncovered with your questioning from YOUR CLIENTS POINT OF VIEW.

This is how I think you should offer yourself to your client.

Aloha.... Tom :cool: - by rattus58
Thank you for the input Rattus. Does anyone else have input they would like to share? - by Vito
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