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Asking Questions

Written by: Winston Saga

Article Overview: By asking the right questions you can close the sale

Asking Questions

To gather information from Customers you need questioning skills. You have
to create effective questions to assess customer's present situation and
find out what they want.This keep the customers in participating and giving
you the full control over the call.Open ended questions invite the customer
to give appropriate answers. Open ended questions begin with the words

1. How ?
2. What?
3. Why?
4. When?
5. Where?
6. Who?

Everytime you ask open ended questions you must give the customer time to
answer. The customer has to think in order to reply. So be patient and start
to listen. Open ended questions help the Salesperson to gather information.

Closed questions invite the customer to give a yes/no answer.So while
gathering information you should be focused on opened questions rather
than close questions.Closed questions are asked mostly at the end of the
Sale for confirmation.

There are many ways in which you can answer customer questions.

The great Master Teacher answered the question with the question along with
the parable.So you can give an answer to the customer question or answer the
question with the question. or answer the customer questions with an answer
followed by a question.

Always ask the right questions.When you ask the right question the customer
is happy to answer you.

The Right Way of Answering Inbound Call.

Salesperson Good Morning how may I help you?
Customer
I am interested to find out more about your offer on Cell phones I saw on the t.v. today.
salesperson Yes of course, My name is Winston. May I have your name please.
Customer George Bush
Salesperson Thank you Mr.Bush, First I need to ask a few questions. I am sure you don't mind.
Customer Okay, Not a problem.
Salesperson How often will you be using the cell phone?
Is it for Personal or Business use?
Customer It is personal. I need to keep in touch with
my family when I am away from home.
Salesperson Do you think you will be using your phone for more than 15 minutes a day.
Customer No I don't think so.
Salesperson Okay, that is fine I recommend the prepaid cell phone because there is no monthly fee. Have you used cell phones before?
Customer No, Never.
Salesperson Okay, that is fine. We have customer help line. If you have any question or query you can ring us toll free.
Customer That is wonderful
Salesperson Do you have any other questions?
Customer Yes, Are there any hidden cost?
Salesperson Absolutely not.
Customer That's great.
Salesperson How soon are you thinking of getting your phone?
Customer As soon as possible.
Salesperson Okay, I will send it within 48 hours. You should be able to start using it the same day. Would you like me to arrange that for you now.
Customer Yes Please.

Related Articles
  Why-Questions
  Can You Use Closed Questions to Sell More Insurance?
  Ask Open Ended Questions
  Answer Questions Get Search Traffic
  Quit Making Your Insurance Prospects Feel Stupid

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Related Forum Posts
Re: Marketing ideas? - Questions will set you free... And make you Rich [quote="KH_Global":349pds7c]Just ask ask ask. That is it.[/quote:349pds7c]
Re: Contact Information - Another idea would be to have an email form in place to accept "ticketed" inquires (if people are afraid of spammers seeing their email address). However, I hate how some sites try to persuade you out of sending an email by bombarding you with lists of "Frequently Asked Questions & Answers" as I find they're rarely helpful.
Synergy and Other Creative Insights - Truth is that there is [u:2iwgooi1]C[/u:2iwgooi1]ollaboration - on a formal basis and [u:2iwgooi1]c[/u:2iwgooi1]ollaboration which is informal. Let's say that you have a great new product. Before it launches you get loads of buddies in the same business as you to tear it apart and let you refine it. Creative people will get others in as well. people from outside the business - or those who are in the business who might not have anything to do with it and seek their input - listening hard. These aren't focus groups, they are way beyond this - they are real outsiders and thus have very open minds, asking the dumb, the stupid questions, which are often the most valuable. Questions like these help me be a good coach too! I once worked in a business where the backshop (the store room) was always untidy. They held a team meeting and had the cook in as well (you know the one who ran the employee facility). She knew nothing about the storeroom and its processes, but boy did she ask some tricky questions of them. Sometimes, little 'c' collaboration is real good at the mocro level, without which the big 'C' collaboration would be worthless.
Re: link exchange strategy - [quote="RussellWebb":2xvcpjwz]Questions that pop into mind... Does PR ranking effect 'who' you would exchange links with? Do you really need thousands of links to rank higher in the SE's? Are one-way links better than reciprocal links?[/quote:2xvcpjwz] Hi Russell, While I know you posed these SEO questions for Samin, I thought I'd help you get the conversation started by putting in my 2 cents. 1.) I think it's all about getting "quality" and high ranking/trusted sites (that are related to the content of your site and industry) to link back to you. 2.) While it's somewhat true that the more links you have the better, I'd suggest focusing on "quality" links rather than quantity. Poor sites and ones that aren't related to your field can actually hurt your rankings. 3.) Absolutely, it's much better if someone only links to you. However, reciprocal links are still good for those who have just launched a new site and are getting started. If I'm wrong about any of these comments, please feel free to correct me.
How to protect my trade mark? - Affirmative commercial action might be, for example, to increase spending on advertising, in order to make better known his use of the mark, or it might be to attend a national trade show associated with his business for the same purpose. Maybe he's just been lazy and hasn't had any serious lack of means. None of the questions was rhetorical. But I readily can imagine that you found the questions irrelevant to the legal discussion. I do not think that they are. Questions about the fairness of outcomes seem to me to be always relevant to legal discussions, with this reservation: that usually nothing can be done about clusters of unfair outcomes from within a particular legal system (ours, or canon Law, the Sharia, continental statute law, etc.) at a particular time. They need to get addressed politically first. In this connection, a lobby-related forum might be useful. Many patent and trademark related issues get very heavily lobbied. It's not that I found your points irrelevant to the legal discussion, it's just that most of your points missed the mark. I represent the "little guy" almost exclusively, and my clients have been very able to protect their marks against infringers large and small. You should educate yourself on the way things actually work, not how you think they might work, and then come back for a real discussion. I'd gladly discuss policy issues with you.


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