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Sketching the room is one of the most valuable tools in a salesperson’s toolbox. Period.

And yet, many salespeople avoid it.

Sketching is not about being an artist. It is about communication.

It is thinking with a pencil. It is creating a shared conversation around the space so the customer and salesperson can get on the same page — literally and figuratively.

When salespeople sketch the room as it exists now, the conversation expands naturally.

Customers begin sharing:

• concerns,
• fru…

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Bridge Questions are exactly that — a bridge from casual conversation into a productive business discussion. The best salespeople know how to guide this transition naturally.

One question leads to the next question. The conversation deepens. Trust builds. The customer becomes more engaged because they feel heard instead of handled.

Some of the most effective Bridge Questions are simple:

• “What are you hoping to accomplish today?”
• “May I ask you a few questions so I can better help you?”
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This month, we are focusing on Asking Discovery Questions That Matter because discovery is the most critical step in the sales process.

The point of asking Discovery Questions is to learn what is important to the buyer, to understand more about them and their buying process, and to understand where they are in that process.

Too often, salespeople rush to solutions before they fully understand the customer.

Strong discovery slows the process down in the best possible way.

Discovery Questions …