Questions are amazing communication tools. They uncover information, engage others, and demonstrate our own interest and caring.
We can use them to uncover facts and figures or to learn about people’s feelings, opinions, ideas and attitudes.
We can test people’s knowledge to find out what they know or don’t know about a particular subject or situation.
Questions can be used to draw a person’s attention to a particular topic, or to draw them back into the conversation when their attention wanders. On a conference call or at a meeting, we can use questions to include and engage those who might tend to hang back. Continue reading →
Have you heard the one about two psychiatrists? They pass on the street, and one nods to the other and says, “Good evening, Doctor.” A block later the other one thinks to himself, “I wonder what he meant by that?”
For most of us, “good evening” doesn’t imply anything more than “good evening.”
But in the sales process, a comment that seems like a brick wall can be a doorway to opportunity. To recognize those possibilities, we just need a positive attitude and curious mind. Continue reading →
In most sales situations you’ve got to know a lot of details about a prospect’s operation before you can offer good solutions aligned with their needs, concerns, values, and buying attitudes.
To learn those details we need to develop skill in asking questions. Skillful questioning is important because people are often reluctant to share information — especially in the initial prospecting stage. Continue reading →
I’m not a big boxing fan. But I’ve seen some pretty one-sided fights where the loser is getting so badly beaten all he can do is keep his opponent at bay.
He’s backpedaling, crouching, bobbing and weaving — maintaining as much distance as possible between him and the other guy.
That’s the right strategy for a prizefight but a completely wrong one if you’re trying to win an account and build a business relationship.
So why use language that creates separation? Continue reading →