Thoughtful Thursdays – What makes a good question?
Asking the right questions can make the difference in qualifying a prospect, assessing needs and closing a sale. Selling is helping to be sure, but it is difficult to help without having the correct information.
Today’s sales thought is about asking good questions. What makes a good question?
A good question will engage and result in obtaining information that will help you achieve your sales call objectives. It begins with knowing what you want to find out. You can then think about the approach you will use and questions that may provide the answers. A good question that is poorly asked may be worse than not asking at all. Have more than one approach available so that you can adjust if necessary. Design your questions to be clear and easy to understand.
Before each customer meeting, you have the opportunity to plan. Consider the personality of the person you are meeting with and set the tone of the conversation so that your questions will be welcomed and seen as helping to get to a solution.
Remember that there is more to a good question than the question itself. How you ask is equally as important as what you are asking.
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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