As a sales person you are required to get information from your customer in order to solve problems, find opportunities and maybe even provide projections on upcoming projects. This can be tricky at times, especially if your customer did not seek your services out in the first place. They may be completely happy with their current supplier, and in that case, before asking specific questions you should try to “learn” more about about their program and how it works. Taking the passive, curious route can usually start a conversation that will eventually open up opportunities to ask questions without being pushy, and also earn their trust at the same time. It’s important to ask your customer the right questions because you may not get their attention again for some time, if ever.
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