Ask the Right Questions

Have you asked the customer the right question? Will your question help you understand more about the customer? Is the customer put at ease by your question? Is the customer ready to answer your question? Or does the customer retreat and exclude you from an honest answer?

Asking the right question can open up a world of opportunities. It sets you apart from your competition. It will create confidence for the customer in your abilities. They will be forced to think about their business and where they are going. It will enable them to think how you can help them build their business.

The key is to craft intelligent questions which are relevant, enable engagement, create conversation, create openness, encourage communication and enable growth. For that you need to continually improve how you ask the questions. After each engagement with a customer make notes and see what you could have improved. Did the questions you asked make progress with your objective? What could you have asked that could have made a better impact?

Learn from your experiences, improve your questions, improve your techniques and strive for better results.