162: Questioning Strategies To Better Understand Your Prospect's Opinions, Part II

<p><strong>HIGHLIGHTS</strong></p><ul><li>Let them infer, don't you imply </li><li>Always make your customers comfortable with their choices</li><li>Ask what they really like about the service that they're already receiving</li><li>Ask for one thing that they want to do better</li></ul><p><strong>QUOTES</strong></p><p><strong>Walker</strong>: "Point out what good looks like. Show what you would do without saying 'we do this.' Let them infer, don't you imply."</p><p><strong>Walker</strong>: "I've got problems, we all have a million problems we just got to figure out which ones are important enough to fix. Not everybody has got the bandwidth or the time or the energy or the money to fix all of them. Nobody does." </p><p>Where to find <strong>Walker</strong>:</p><ul><li><a href="https://www.linkedin.com/in/walkermckay/">LinkedIn</a></li><li><a href="https://twitter.com/walkermckay">Twitter</a></li><li><a href="https://www.instagram.com/nobssalesschool/">Instagram</a></li><li><a href="http://www.7salesmistakes.com/">Free training course</a></li></ul>