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Sales Tip of the Week: Use Questions as Sales Tools

Like a verbal detective, the tools of your trade are questions. Use them to:

• Get appointments
• Uncover problems
• Discover gaps between where the referral source is now and how they could be referring to you more often

When you ask questions for clarification, you not only get an opportunity to listen more while the prospect is answering the question, but you also can make sure that what the prospect is saying and what you heard are the same. Questioning for clarification slows the conversation down, increases the clarity of the communication and builds greater trust.

Once you have a greater understanding of what your referral source is saying, you can then give them examples and testimonials of how much better his/her situation could be by using your agency. So be inquisitive and watch your referrals grow!