Asking the right questions at the right time. That’s the most important skill when it comes to selling, according to sales professional Geoffrey James. But, before you can even ask questions of your client, you must first know just what to ask.
In his article, James presents a lists of 10 questions that he not only recommends you use early in the sales cycle, but also that these questions become second nature to you while selling. They will help you understand how your clients buy, which in turn helps you structure your selling style and technique.
Below, are the first five essential questions, and click here to read the article in its entirety.
- What can you tell me about your organization… and yourself?
- What do you like (and dislike) about what you’re currently doing?
- What can you tell me about your priorities?
- What can you tell me about your decision-making process?
- What other options are you looking at?
Monday, Aug 23, 2010
Jessica Helinski