Make the Sale and Avoid Frustration With Open Ended Questions
How many of you know that effective selling is about asking questions? Many people believe that selling is about "explaining" to the prospect, why he or she needs their product or service. Show and tell, features and benefits: these are phrases which come to mind. Well, it's really neither -- it's all about the questions. Not the exact questions you ask but more in how you ask them. Obviously the questions must be relevant. However, there are no perfect questions. More importantly, if you ask the right questions the wrong way, chances are you will walk away from your appointment frustrated and disappointed.