When it comes to sales prospecting techniques to focus on, the authors of FEAR Selling indicate that asking questions is one technique of their four key sales techniques which you must master.

If you only learn one message according to all of research and discussions with experts, it is this: Ask more questions and listen much more than you talk.

If you want to find out more about how to use the power of questions to sell more and sell faster, check out the Special Report, FEARLESS In Qualifying Prospects and Handling Objections: How To Leverage the Incredible Power of Questions That Will Save You Time, Energy and Money While Prospecting and In Overcoming Objections for 71 powerful questioning strategies, tactics and techniques that are guaranteed to improve your sales results.

If you fail to follow this main tenant of sales strategy, you risk:

1) sounding too much like a pushy salesperson

2) missing key points that your prospect brings up that could make or break your sale

3) missing an opportunity to formulate a key question that could move the salesperson forward.

Our observation of hundreds of sales meetings shows that all too often salespeople are trying to “get back to their presentation” instead of getting off track with customer questions and objections.

As we’ve said elsewhere, welcome objections as early on as possible in the sale process in order to avoid them blowing up in your face later on in the sales process after you have spent significant amounts of time with a prospect.

For more on how to ask questions and for other sales prospecting techniques, subscribe to the FREE FEAR Selling Newsletter.

This online education module sponsored by the Sales Career Training Institute covers the basics of a wide variety of sales strategies, tactics and techniques.

To find out now about more advanced sales strategies for sales prospecting techniques, check out the newly revised version of the book, FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs.