Paul Castain's Blog

The Questioning Makeover!

Posted August 8, 2010

What better way to start a blog post on questioning skills than for me to ask you two questions:

First, aside from obviously getting information, what are the benefits of asking a better question on our appts?

Truth be told, there are lots of great benefits to asking a better question:

1)    We can control the discussion without being “controlling” (or worse yet, “salesy”). We can also regain control.

2)    They help the prospect experience an “AHA” without having to “sell” them.

3)    Good questions help us build rapport/credibility

4)    A good question drives you inward and that’s where we need to be to inspire the “emotional” sale. That in turn helps keep the prospect away from sticking with the status quo!

5)    Good questions create an objection resistant discussion. That in turn leads to more sales.

And now the million dollar question . . . When was the last time you took a good, hard look at the questions you ask on your appointments?

Just as I thought . . . sounds like your questions might need to spend some time in Salon De Castain for a “Questioning Makeover”!

They say that sales is all about relationships. Great relationships are the result of superior communication. Superior communication is the result of asking a better question!

You’re going to need to invest some time in yourself and check out today’s podcast . . . your sales are depending on it!

Related post: When Bad Needs Analysis Happens To Good Sales Reps!

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