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Effective Selling – 15 Reasons to Ask Questions

effective selling
Telling is not effective selling. The essence of effective selling is asking. And I don’t mean to ask for the order—though that’s critical—I mean asking questions. The power and value of an inciteful question are not limited to professional salespeople.  Asking questions is a skill required by people in all roles, job functions, and professions.

The 15 Reasons to Ask Questions:

  1. To acquire knowledge
  2. To eliminate confusion
  3. To cause someone else to feel special/important
  4. To guide a conversation in the direction we want it to go
  5. To demonstrate humility to another
  6. To enable a person to discover answers for themselves
  7. To gain empathy through better understanding another’s view
  8. To influence/alter someone else’s opinion/view
  9. To begin a relationship
  10. To strengthen a relationship
  11. To humbly show we have knowledge on a specific topic
  12. To stimulate creativity and idea generation
  13. To gain a person’s attention
  14. To solve a problem
  15. To reach agreement or to “agree to disagree” with clarity

Here are 6 Reasons NOT to ask questions:

  1. To find a culprit
  2. To embarrass and shame
  3. To appear superior
  4. To create fear
  5. To manipulate
  6. To play the victim, as in, “Why is this happening to me?” (See QBQ! book)

 Management Development Systems offers an assessment to help organizations choose the best people for effective selling. Call us at 254-776-6306 or click here to download sales/selling survey report – FREE.

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