We have said before that well constructed, open questions can help us to find out what’s going on for our clients.
They can connect us with buyers, understand their needs and what’s important to them. All of this makes our job of trying to help them a little easier.
On our Business Development Training workshops we give out pages and pages of sample questions for the attendees to start their own library…
We’re not going to do that now but here are a 10 Questions that might start off your collection.
10 Open Questions
- Is there a particular reason as to why this particular service or product is not working for you right now?
- Many of our clients are reporting problems with areas A, B, and C and asking us to help.
How are these areas affecting you?
What do you think about them?
- What are your overall goals and objectives for this area?
- What obstacles are holding you back from reaching your profit, or other goals?
- (If it was your client who asked for the meeting)
Can you tell me more about the reasons you want to talk with me today?
- (Assuming you set the meeting)
As I said in my email, I’d like to share with you a few ideas that have helped our clients succeed in the X,Y, and Z areas.
However before I launch into those I’d like to know what else might you like to cover?
What will make the meeting successful for you?
- If you were to make this happen, what would it mean for you personally?
- How important to the board of directors is this initiative?
- Wave your magic wand and it’s 3 years from now, how will this look different?
- Wave your wand again … There were no restrictions on you – money, effort, political issues and so on do not exist
What would you change? Can you tell me why you say that?
Sometimes when you have really thought out your questions it can be difficult to not sound contrived. Make sure you use your own words and wording when you ask these questions.
The words have to feel comfortable to you when they come out of your mouth. Practicing in front of a mirror can help.
If you or your sales team need help with Questioning and Listening to the answers email us on firstname.lastname@example.org