As a consumer, when was the last time you wanted to pick up the phone to talk to sales? If you’re like me, never.

Things have changed, especially when it comes to SaaS.

We want to play around with products and figure stuff out first — and then ask questions as they come up.

Ask Better Questions And You'll Start Closing More Deals

As a consumer, when was the last time you wanted to pick up the phone to talk to sales? If you’re like me, never.
 

Things have changed. We want to play around with products and figure stuff out first — and then ask questions as they come up.

As a result, sales has had to change. Sales is not about persuasion. We know how to see through that.

Sales is about being helpful, and the best sales reps today are more like coaches, instructors or experts than they are pitchmen. Steli Efti wrote about this change today, and this stood out:

"The better you are at listening, the better you are at selling. Sales isn’t about answering all the right questions, it’s about asking them."

Here's the full post from Steli: http://blog.drift.com/how-to-ask-sales-questions