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Telsales Just Got Easier! (Page 2)

Date Posted: 2005-09-06

Ask Great Questions

Selling is about identifying and then solving problems. The next stage therefore is to ask questions in order to find and explore customer problems. It usually relates to one or some of the following areas that need exploring including, contact, organisation, current supplier, challenges, needs, decision making process, competition and finance.

We ask questions at this stage for two main reasons. Firstly to gather facts and secondly to identify attitudes, problems and needs. Essentially we are taking a temperature check.

One important factor here is how we structure our questions and the quality of the questions we ask. Open questions (starting with how, what, where, when, why) encourage the customer to talk and closed questions (those that can only be answered with a yes/no) give us specific information.


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