We all have our own perspective on what's true for us. This reality can hinder communication, especially in prospecting conversations, except if you know how to ask the right questions.

Below is a dialogue that took place at one of my recent Natural Selling mini-workshop. I will show you how to help people question their assumptions and beliefs - especially if you detect from what they are saying that there might be another truth they might not be aware of.

It's possible to do this without having to resort to objection-handling techniques...