From the course: Cross-Selling
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Asking effective questions
- Instead of discussing typical closed-ended or open-ended questions, funnel questions, probing questions, or leading questions, I'd rather spend time addressing the why behind effective questions. There can be a big difference between intent versus impact, and for most sales professionals our intent is to uncover pain, and probe to find the opportunity, et cetera. That's the wrong motive, and ultimately ends in distrust. As I've frequently said, there's a secret to letting your customers know how much you care about them. You actually have to care about them. The great Stephen Covey once said, "Most people listen with the intent to respond, "not to understand." Effective questions should arise from your understanding of your client's problems. When we have this as our baseline, we're then asking questions to apply more context to their situation so that we can appropriately quantify the problem our customers are facing, and then align a solution to solve that very problem. The more…
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