From the course: The 52 Best Sales Prospecting Tips

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Beware of stacking questions

Beware of stacking questions

From the course: The 52 Best Sales Prospecting Tips

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Beware of stacking questions

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- So now for something most people don't even realize they're doing. It's something I took a long time to realize I was doing myself. It's something people do when questioning and they're nervous or rushing. And it can be really detrimental to the process of gathering information. It's called stacking questions. And what you're doing when you stack questions is you ask more than one question at a time. It sounds crazy, I know. But it's really easy to do. I'll give you an example. Let's say you sell mobile phone contracts to businesses and you were speaking to a prospective client and wanting to understand how their experience with their current mobile phone provider is. You might ask questions like, what is your relationship with your provider like? Or how do you feel they understand your business needs? Or how do you feel about their response times? Now, if you were nervous and found yourself stacking questions,…

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