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Thoughtful Thursdays – How are you asking questions?

Successful professional sales people are in the habit of asking the right questions in the right way to get the information that enables them to help their customers faster and more thoroughly. Their customers like and buy from them.

Todays sales thought is about asking the right questions. When was the last time you reviewed your supply of questions?

Begin with your list of what you need to know and think about the the journalists’ five W’s. Categorize your informational needs into the “W” that you feel will result in securing the information.

Use who, what, when, where, and why as the base for developing your questions. Then imagine customer scenarios and design your conversation so that it will flow in a logical manner. Use your conversation designs as a guide for your all meetings. A discussion that flows is easy to manage and ususally results in achieving objectives faster.

Be mindful of asking too many questions during your meeting. Do not expect to get all the information you need in one go. People will grow weary when faced with a barrage of questions.

The development of rapport can be quickly derailed by being over anxious. People buy from people they like.

Good Selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond to you.


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