Have you asked a customer questions and not received the reaction you hoped for? The issue may be in the questions you are asking. Some keys to improving...
Show you did some homework
Questions that are too general can turn customers off. Here is a guideline to use...do not ask a customer a question you can answer yourself thru research.
· Too general –
o Who does your company primarily compete with?
· Improved question –
o I understand from some reading that you compete with Organization X, Y and Z. Which of those do you compete with most often?
Show you gave the questions some thought
This is a great way to further sharpen the question, and by the way, differentiate yourself from competition. Using the “Improved question” from above...
· Sharper question –
o I know you compete with Organization X, Y and Z...and that Organization Y is very focused on the same target market. What is most frequently your strategy for competing with them?
You will notice that you are building trust with customers as your questions get better!
Marc Kitz, Sales Coach
860-836-8979
Checkout my Sales Coaching blog - https://marckitz.com/
Schedule some time - https://calendly.com/marc-kitz-sales-coach/25min
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