This concept touches on all of the dumb and generic questions that salespeople often open with to their customers. Jeffrey Gitomer gave examples of questions that salespeople ask all the time and the lack of positive responses that they get from potential customers. An example of one of these questions is “Are you satisfied with your current provider?”. This is a poor question because most people are satisfied, which closes the door to a sales pitch right away. A better way to engage your customer is to ask a thought provoking question or one that shows you are knowledgeable about what they do. This gets them thinking and also starts building a relationship. If you were making a sales visit, a good starting question would be, “What is most important to you when selecting…?”. This helps to learn more about the customer and also get them thinking as to what they really want out of their purchase. If you get your customer thinking, then they will think you are smart and that can do nothing but help your
This concept touches on all of the dumb and generic questions that salespeople often open with to their customers. Jeffrey Gitomer gave examples of questions that salespeople ask all the time and the lack of positive responses that they get from potential customers. An example of one of these questions is “Are you satisfied with your current provider?”. This is a poor question because most people are satisfied, which closes the door to a sales pitch right away. A better way to engage your customer is to ask a thought provoking question or one that shows you are knowledgeable about what they do. This gets them thinking and also starts building a relationship. If you were making a sales visit, a good starting question would be, “What is most important to you when selecting…?”. This helps to learn more about the customer and also get them thinking as to what they really want out of their purchase. If you get your customer thinking, then they will think you are smart and that can do nothing but help your