Asking questions is taking advantage of the opportunity to become enlightened. Questioning skills are critical to developing a deeper relationship with prospects and clients. Questioning opens the door to the logical and emotional side of selling.
The types of questions we can ask include:
- Past and current conditions
- Future goals
- Challenges and risks
- Emotional needs
In all, there are over thirty types of questions we can ask to obtain critical information to assist our prospects and clients. Please feel free to reach out to us to learn more.
Ninety percent of all sales people only utilize the first two types of questions listed above. Sad, but true.
Right now, challenge yourself to write down as many questions you use with prospects and clients. You should be able to raise twenty-five quickly. If not, spend more time on developing your questioning skills. Doing so enlightens you and your prospects to mutually beneficial opportunities.
"Learning is not compulsory... neither is survival".
W. Edwards Deming