Why do we ask the “why’s”?
Better selling is accomplished by asking great questions rather than great presentations.
“Not every question that’s asked needs to be answered with an answer – a question that is asked could also be answered by a question” – Lou Landau.
In this episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, we talk about probing questions as part of the sales weapon.
In sales, probing for clarity is essential when one become proficient at asking pain-seeking, opportunity-uncovering, probing questions.
The 5 W’s: Who, What, Where, When, + Why.
Why do you think you said that?
What do you feel about it?
Who do you think said that?
Do you agree with that?
How does that make you feel?
No need to jump for your opinion.
It’s much easier to question his beliefs/statements…by asking the right questions the nonchalant way.
“Mr. Prospect, allow me please to clarify”.
You can keep asking why, why and why – until eventually will get the truth.
Asking the right questions – the right way.