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Helping the Customer To Buy - The Importance Of Questions In Selling
The secret of successful selling is to ask the right questions. If we do thisproperly, we become seen as a problem solver and the dynamic shifts from abuyer/seller relationship into that of two equal partners.We are then notselling...we are helping the customer to buy. In order to sell effectively we needto know what will make the customer buy from us. In order to do this we need toask them...and listen wholly and exclusively to what they say. A highly effectivetype of question is known as an 'open' question. These are questions oftenprefaced with the words who, what, when, why, where or how.These are all words that will encourage the customer to talk about their currentsituation and needs. If we are listening attentively then we are able to gather lotsof information which can then be used to tailor our ultimate presentation, to showthe customer how our product or service meets their specific and statedrequirements.Here is a sample list of some of the possible questions we could use:
'Who' questions
Who will use the product?Who will need to be trained to use the product?Who will be signing off the order?
'What' questions
What problem are you looking to solve?What impact does this problem currently have on your business?What do you look for when buying new 'widgets'?What else...?
'When' questions
When are you looking to introduce the new 'widgets'?When will you need delivery?When would be the best time for the training programme to start?
'Why' questions
Why do you say that?Why is that an issue for you?Why do you need to change the situation right now?
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