Terry Hansen-MaxValue Selling Rule#42MaxValue Selling Rule #42: “After sharing a third party benefit story during your product demo, ask a question that causes the prospect to describe how they’d benefit personally.”

Asking thought provoking questions is an important tool for any salesmen. Ask your client how they may benefit, after sharing a story with them, will cause them to reflect and discover a benefit that they may not have noticed before. Continue to ask questions until you know what is important to them. Listening to what they feel will help you focus on what they need.