Whether it's meeting with a customer during a sales presentation or evaluating something presented to us, it's important that we know how to ask the right questions and that we have the courage to do so.
It's vital that we knowing the right questions to ask, but this is only part part of it. If we fail to ask them or forget to use them, it's just the same as not knowing what to ask.
If we are working with a customer, we want them to share with us everything they can that will help us understand their needs, their motivations, their budget, the buying style, and what it will take for them to make a decision. Then we can help them see when the time is right to make that decision.
If they stall when we sense that they are ready to purchase but just fearful, we can ask questions to help them understand and deal with their apprehensions.
When we are evaluating something that we want to buy for ourselves, we do the same thing. We ask about the advertising claims, the product, the features, the benefits, why it's in our best interests to buy it, and how it's better than an alternative.
We should do the same thing when our government want us to accept a new program such as an spending bill that is beyond our ability as a country to finance it, or the takeover and nationalization of private businesses, or sweeping changes to health care or commerce.
We need to ask whose agenda is being served and how it is in our best interest to have such programs enacted.
It takes boldness to ask these questions, but they are necessary.
It's vital that we knowing the right questions to ask, but this is only part part of it. If we fail to ask them or forget to use them, it's just the same as not knowing what to ask.
If we are working with a customer, we want them to share with us everything they can that will help us understand their needs, their motivations, their budget, the buying style, and what it will take for them to make a decision. Then we can help them see when the time is right to make that decision.
If they stall when we sense that they are ready to purchase but just fearful, we can ask questions to help them understand and deal with their apprehensions.
When we are evaluating something that we want to buy for ourselves, we do the same thing. We ask about the advertising claims, the product, the features, the benefits, why it's in our best interests to buy it, and how it's better than an alternative.
We should do the same thing when our government want us to accept a new program such as an spending bill that is beyond our ability as a country to finance it, or the takeover and nationalization of private businesses, or sweeping changes to health care or commerce.
We need to ask whose agenda is being served and how it is in our best interest to have such programs enacted.
It takes boldness to ask these questions, but they are necessary.
For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC.
© 2009, Steve Hoffacker. All Rights Reserved.
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