Lenann Gardner’s ‘Helping Others to Solve Hard Problems’ sessions with us were PERFECT. She took a group of talented scientists and engineers, and engaged them in intense discussion.. J.F., PhD
Manager – National Laboratories, USA


In Selling, Questions Beat “Telling”

In the previous posts, did you see how using powerful questions can help you much more than the old-fashioned “Let me just tell you how I can help you, Ms. Prospect” approach?

With that “selling is telling” style, you’re guessing about what will catch her interest. With the questioning style, you’re giving her the opportunity to tell you what concerns her most, and then you’re getting her to either tell you how much her Pain affects her (powerful question-type number one) or how, if she solved her problem or eliminated her Pain, through whatever means, her life would be so much better (powerful question-type number two).

When selling, asking questions beats “telling” every time!

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