Showing posts from May, 2012

Ask a better question, part 2

This topic of questioning is so near and dear to me, I figured I'd fire up the writing machine to remind you again just how important the power of questions are.  Today, I want to remind you that you are communicating great volumes by the nature and type of questions that you ask.

First, did you realize that your customers realize where you place your value by the type of questions you ask?  For example, if you begin by asking them ABILITY or QUALIFYING questions, you are communicating that you are most concerned with whether or not they can afford your product.  It doesn't matter where you are in life, imagine walking into a Porsche dealership.  The sales person gives you a once over, and immediately begins with "Hi!  Isn't this Carrera gorgeous?  So, where will YOU be driving this to work?"  On the surface, it seems harmless, but here's what he's really asking "Will I be wasting my time if I help you?"

Now, if this same hypothetical salesperson…