TIP 1: Asking permission to ask questions will work 99% of the time.
A good start is to say… ‘In order to save you time and to ensure I fully understand your requirements, do you mind if I ask you a few questions’?
TIP 2: As a sales contact cannot be an interrogation, some polite a relationship building questions based on what you know about the prospect and his or her company are a wise start. How are you? How many people on your staff? How was your weekend? How long have you worked for XYZ? How’s your…whatever is appropriate….
TIP 3: Effective salespeople do their best (through research) to know what to ask to ensure that their questions will get the answers they want.
Example - Don’t ask about the last dealing the prospect had with your company without checking on the success or difficulties that have gone before.
OPEN QUESTIONS GET LONG EXPLANATIONS & CLOSED Q’s GET ONE WORD ANSWERS…
A good start is to say… ‘In order to save you time and to ensure I fully understand your requirements, do you mind if I ask you a few questions’?
TIP 2: As a sales contact cannot be an interrogation, some polite a relationship building questions based on what you know about the prospect and his or her company are a wise start. How are you? How many people on your staff? How was your weekend? How long have you worked for XYZ? How’s your…whatever is appropriate….
TIP 3: Effective salespeople do their best (through research) to know what to ask to ensure that their questions will get the answers they want.
Example - Don’t ask about the last dealing the prospect had with your company without checking on the success or difficulties that have gone before.
OPEN QUESTIONS GET LONG EXPLANATIONS & CLOSED Q’s GET ONE WORD ANSWERS…
free resume forms at www.orglearn.org to help get that interview
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