Telesalestips for the week 23-08-99

Asking Questions

The importance of asking questions

One of the key things to be successful in selling is to ask lots of
question and listen intently to the answers. You can ask questions about
your customers work, business, anything that interest them, and listen with
sincere interest. By doing so customer will become friendly and start
talking to you. When you ask questions and start listening to the
customer you are giving importance for their conversation.By doing so,
when you start talking about the benefit of the product or service you
are selling they will listen to you.

Secondly by asking questions you remain in control of the conversation.
Once you find yourself doing most of the talking you lose control of the
situation. keep in mind the person asking questions is the person
controlling the conversation. If the customer is dominating the
conversation by asking you questions make sure you answer the question
with the question. Our Master Teacher always answered the question with
a question and a parable. He is the greatest of all Sales People with
2.5 billion followers. So learn the art of asking questions.

Questions can create a scene, discover a need and give accurate
information.

There are many types of questions.The most important are the Open Ended
Questions and the Closed Ended Questions.


1.Open Ended Questions.

Open Ended Questions work well when you wish to get the customer talking
and involved in the conversation.You can use Open Ended Questions to be
build rapport, to find a need, to discover customer problem and find the
right solution to his problems.Open Ended Questions begins with
1.Who
2.When
3.Why
4.Where
5.What
6.How

By using these words you will be able to get lots of information from
the customer.

Closed Questions

Closed Questions are less likely to get a discussion going because they
can be answered with one word "Yes" or "No". Use Closed Questions if you
need to gather a lot of information in a short time or you are
attempting to confirm information you already have.

So by asking questions

1.You can encourage the customer to talk.
2.You can stimulate the thoughts.
3.You can gather more information.
4.you are in control.
5.You can release tension.
6.You can invite discussions.

So learn the art of asking questions.That will lead to success in your sales
career.

Sales Thought of the week

Our Mediocre minds see the world with pessimism.
Successful people see the world with optimism. W.Saga.

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