Company Program

How to Ask the

Right Questions

Let’s start with what not to ask or lame questions to avoid asking:http://fearless-selling.ca/lame-sales-questions-you-need-to-avoid

If an office was in need of a new phone system, they would shop around and look at a few different models, from a few different suppliers.

Which one would they end up buying?

The system from the sales representative who finally asked,

"What do you really need?”

Questions help avoid the hard sell. If the right questions are asked, the buyer identifies the needs and solutions.

The salesperson doesn't do the work; the customer does.

“Questions help avoid the hard sell.

When a customer is doing the talking, they are more likely to buy. Why?

Because they reach their own conclusions.

They don't feel pushed.” (S. Bates)

Good questions encourage people to open up. This is one of the most powerful assets in

selling ideas, products, or services.