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Questions - The Shortest Path from Prospect to Client

NOTE: Pam and I are psychologists, so, we ask a lot of questions. As business psychologists, we ask different questions. As trainers and coaches, we ...

By Staff Writer | Updated on April 02, 2010

NOTE: Pam and I are psychologists, so, we ask a lot of questions. As business psychologists, we ask different questions. As trainers and coaches, we teach professionals the right way to ask questions. This is truly a vital skill. Your ability to ask the right questions at the right time determines the degree of receptivity you’ll get from your prospects. The key to your sales success is NOT your ability to explain your products; it IS your ability to ask questions!

Why Use Questions?

You want to use questions because they work! Asking the right kind of question at the right time can get people to listen to you, when they wouldn’t otherwise want to. Learn to ask the right questions, and you can turn a negative situation into a positive one. And, while those are all positive outcomes, here’s one even better – the person who asks the questions controls the situation.

If you’re only using the basic fact-finding questions, you’re losing a huge opportunity to improve results! If you’re asking those big, open-ended questions, you could be shooting yourself in the foot. But, for now, let’s look at why you should care to ask the right questions at the right time.

What Do Questions Do for You?

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