Not long ago, I had the privilege of working with an advertising sales team (my sweet spot!) and we were discussing what would be the perfect sales question. It was a lively discussion and we developed many great questions.
During our session, I reminded them the best questions are always those that begin with who, what, when, where, why or how. They are the kind of questions that invite prospects to really become engaged in the process with you.
Funny thing is, simply adding one of those words to a weak question can make it stronger.
For example, asking “can you meet with me?” allows the prospect to say “no”; asking “when can you meet with me?” clearly suggests the meeting will take place and it is just a matter of when.
If you ever catch yourself asking a question that doesn’t use who, what, when, where, why or how, stop and rephrase the question using one of these powerful words, and you will elevate the level of engagement with your prospect.
© 2009 YOU ROCK!™ Communications
THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.
During our session, I reminded them the best questions are always those that begin with who, what, when, where, why or how. They are the kind of questions that invite prospects to really become engaged in the process with you.
Funny thing is, simply adding one of those words to a weak question can make it stronger.
For example, asking “can you meet with me?” allows the prospect to say “no”; asking “when can you meet with me?” clearly suggests the meeting will take place and it is just a matter of when.
If you ever catch yourself asking a question that doesn’t use who, what, when, where, why or how, stop and rephrase the question using one of these powerful words, and you will elevate the level of engagement with your prospect.
© 2009 YOU ROCK!™ Communications
THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.
