The Death of Formulaic Questioning – Conversations, not interrogations (RogenSi)
If you have been “sold to” in the past, you will remember being subjected to inauthentic salespeople operating from a prescribed list of questions. They were not really listening, just waiting to pounce on anything you said that opened the door to a sale.
Those days are over.
Sophisticated, informed Buyers are looking for authentic, knowledgeable Sales Professionals
who can conduct a meaningful conversation.
This paper by RogenSi can be downloaded here.