Questioning is an important part of the sales process - but you'll get more out of your questions if you think strategically about which ones will get your customer thinking - and considering your business. Use these tips from communication expert Dianna Booher to start asking strategic questions, and start earning more sales!
Most of us are busy counting down the days and to-do's until Christmas and New Year's. We're also gearing up for the coming year--looking at what worked in 2010 and what we might try in 2011.
Whether you're reaching out to an inactive client, giving a year-end summary to your manager, or outlining next year's vision to your employees, asking specific questions can help your audience focus on the needs of the future and sometimes even expand their vision. What must be changed, improved, or solved?
Focus on strategic thinking with questions like these:
* "If we were able to off-load some of these routine tasks and could free your own marketing staff to devote their creative energy on the new product line, how do you think that could pay off for you in launching this new product line second quarter?"
* "Have you ever thought about automating your back-office processes?"
* "In what ways do you see us getting a competitive advantage if we change to a totally virtual staffing plan?"
Your questions should start the wheels spinning--big time. You just might uncover hidden possibilities or solve problems you didn't know existed.
Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com
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