Why ask Questions?
Something which differentiates kids from grown ups is that they are extremely curious about everything and they ask lot of questions. They will not stop unless they are convinced with the answer.
A salesperson should imbibe this quality of a child when he meets clients or goes for calls. But what's different here is that doing your homework will help you to avoid dumb or basic questions like for example "What is your core business?". You are supposed to know that basic information, unless you are meeting someone unexpectedly and you genuinely have no idea or did not have any means to know about the client and the business.
Asking questions with depth gives an opportunity for the client to speak about themselves and the information that you need comes from the client himself. Everyone loves to talk about themselves so you need to take advantage of that. Even if you get a feeling after a while that you may not be able to close a sale here, you still should gather information which will help you somewhere else and will add to your market knowledge.
A salesperson should imbibe this quality of a child when he meets clients or goes for calls. But what's different here is that doing your homework will help you to avoid dumb or basic questions like for example "What is your core business?". You are supposed to know that basic information, unless you are meeting someone unexpectedly and you genuinely have no idea or did not have any means to know about the client and the business.
Asking questions with depth gives an opportunity for the client to speak about themselves and the information that you need comes from the client himself. Everyone loves to talk about themselves so you need to take advantage of that. Even if you get a feeling after a while that you may not be able to close a sale here, you still should gather information which will help you somewhere else and will add to your market knowledge.
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