Asking questions Quote by Susan C. Young
““In sales, there is a questioning funnel for building rapport in which you start with broad questions and discreetly and respectfully move to the more specific. If you don’t honor this progression, you risk coming across as pushy. As you build rapport, you earn standing to get more personal.””
About This Quote
Source Book: Sales Mastery Guide, 2020
Effective rapport building uses a gradual questioning approach; skipping steps feels pushy and erodes trust.
In simple terms: Build rapport by asking broad then specific questions.
Key Takeaway
Respect the natural progression.
Themes
sales
communication
trust
rapport
Mood
professional
strategic
Type
advice
instructional
When to use this quote
- client meetings
- networking events
- cold calls
- team building
Key Concepts
questioning funnel
psychology of persuasion
Questions to Reflect On
- How can you gauge when to move deeper?
- What signals show the prospect is comfortable?
A Different Perspective
If you rush, you may appear aggressive and lose credibility.
