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Why Ask Questions?

June 2nd, 2014
The ability to ask questions and to qualify are two core competencies in sales. In Dan Pink’s Book ‘To Sell is Human” he states:

“In the New World of Sales, being able to ask the right questions is more valuable than producing the right answers.” Pink. To Sell is Human. Riverhead. 2012 p 147

Whether you target businesses or consumers in your industry, you need questioning abilities to connect and to engage your customers. I agree with Dan Pink when he says “we are all in sales”.

On this site, you will find references to a new book “The Art of the Q.” I wrote this because I passionately believe that questions and qualification (a sequence of questions) will help you to save time.  Further, my experience is that people who ask the right questions make more money! Why?

Questions help you understand the needs and wants of your customers.

Questions help you counsel buyers to identify and to remove obstacles that stand in the way of your success.

The difference between “The Art of the Q” and other books is that it is based on 17 actual case studies with real life examples. You get actual questions stripped from high performing sales people that you can immediately use in your day to day business life. If you want to download “The Art of the Q”, it is available in e-book (Amazon.com | Barnes and Noble). A print version is coming soon.

You probably use questions now. My hope is that you have the desire to hone these skills to become an expert in communications. I hope you will also share YOUR questions (and answers) with me at facebook/salestrainer4U!

Thank you,

Charlie Van Hecke

 

 

 
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