THE VALUE OF QUESTIONS ?

As a professional salesperson, do you ask enough questions ? In your first meeting ? Before you get to your first meeting ? In your presentations ? Of yourself - before heading into any and all situations ?

I have mentioned before the book "The Seven Powers of Questions" by Dorothy Leeds. It has some tremendous insights to the value of questions in all relationships - not just sales. But, let's stick with the various sales scenarios. Here's Ms. Leeds exact quotes ( pgs.183-185 ) about the selling scenarios and the Seven Powers:

1. Questions demand answers. ( My - Joel's - observations in working with salespeople over the years is that they won't shut up after asking the prospect a question - can't stand silence - they end up answering it themselves or suggesting the answer in hopes that they will appear really sharp ) ( yes - I actually go on calls and act as a newbie to observe ).
2. Questions stimulate thinking. ( Yours and the prospects' )
3. Questions give us valuable information. ( take notes )
4. Questions put you in control. ( scary ? Unh ! )
5. Questions get people to open up. ( they share and could be the basis for a new relationship )
6. Questions lead to quality listening. ( see my comments on # 1 )
7. Questions get people to persuade themselves. ( Heaven Forbid )

Please understand that the questions she ( & myself ) encourages you to ask should be well thought out and utilized at the right time. A lot of my suggestions here are out of context and not totally fair to you and especially not Ms. Leeds. I encourage you to read the entire book. It's one of the best I've ever read and opened my perspectives immensely.

This is not the first time I've referenced this book and the subject of asking questions - most especially the right questions; and it won't be the last. The entire closing process can be greatly influenced by asking the right questions at the right time. And all of that comes from experience and the willingness to change what you do now.

What do you think about your ability to ask questions and the value thereof ?


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Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling