Why Don’t we Ask the Right Questions?
Posted by PeterMitchell on June 8, 2010 under Business Coaching | 
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One of the hardest things for a business person to control when they are meeting a new prospective customer, is to stop themselves from launching into “let-me-show-you-what-we-can-do-for-you” approach. It is far better to ask questions like, “Tell me, what do you look for when you are selecting a (plumber, builder whatever service or products that you are promoting). Too often we are so full of what we can offer that we forget to ask the obvious questions. This means that we have no idea of what they want so we can’t fit our products or services to their requirements.
Why don’t we ask why they chose their current supplier? Why don’t we “understand and then be understood?” Telling is not selling. Prospects love to talk about their business, their challenges and their successes, they don’t like being talked at.
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Originally posted 2010-06-08 03:28:56. Republished by Blog Post Promoter
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