In order to truly connect with buyers, sellers need to know how to ask strategic questions that are respectful, time-efficient, relevant, stimulating, value-adding and collaborative.

At a minimum, at all times, a seller should know the following: § What the buyer’s top priority is within their buying role. § What the buyer is motivated by in his or her personal life. § What the buyer values about the seller’s product. § What the buyer values about the seller and the seller’s company. § What recent changes may influence what is