WatchingÂ Carolina stompÂ stomp Michigan State last night reminded me of whatÂ my basketball coach once said.
Â “No one shoots until we’ve made six passes.”
I’ve often thought that great sellers follow similar advice. They never present ideas until they’ve asked at least six questions.Â Â Actually, six is probably too few.
My point is that great sellers realize that no one ever listened their way out of a sale. So they ask lots of questions, gathering as much information as possible about the prospect’s needs.Â They “work the ball around.” They want to make sure that when they take a shot, it’s dead on.
They never shoot too soon.