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The person who asks questions is:
leader at that point (whoever asks the questions is in control);
determining the REAL REASONS for buying;
automatically treated as knowledgeable - consultative professional (think of examples like doctors and lawyers);
perceived to be genuinely interested in me and my problem - not just his or her own ends.
Only questions will give you the information you need, to match with the right benefits.
Asking questions will give you information that others don't have - information that will give you an edge.
The professional asks questions. The amateur gives answers.
The questions that we ask give us the ability to be motivators rather than manipulators.
Ask the prospect if you could ask a number of straightforward questions.
Use silence and pauses.
Ensure that you have a list of basic questions which you are developing as you go along.
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