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Questioning Print E-mail

The key to good selling lies in the ability to ask good questions and investigate thoroughly what your customer wants from you. Your job is to be inventive and create a package that they want. It’s not to foist products onto an unwilling punter.

I hate the language of winning and scoring when dealing with customers. We should celebrate hitting targets and achieving results but long term relationships are still the best targets. I phoned Virgin Media to change my communications package and was told that I could buy a wireless router cheaper than their package router, as well as being given a few shops to try. He told me that Virgin believed in saving me money wherever they could. It was an excellent pitch of the brand values and good understanding of my needs. Good use of information allows you deliver a great pitch.

 

Open ended questions start with; who, why, when, where, what and how and offer you more information.Destructive questions that start with, ‘Don’t you see...’, Can’t you understand...’ belong in the dark ages. No-one is daft enough to fall for those anymore and they are not the way to build trust and partnership.

You can use this sheet to help plan your questions.