Question
This strategy can help avoid pitfalls such as misunderstanding the client's needs, providing irrelevant information, and appearing too pushy. By asking questions, you can better understand what the client is looking for and tailor your approach accordingly. It also allows the client to feel more involved in the process, which can increase their satisfaction and likelihood of making a purchase.
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"Never make statements, always ask questions – preferably questions you know the answer to. This leads clients to draw their own conclusions and sell themselves, as opposed to being sold. Even when you're asked a question and you're unsure why they asked, it's better to clarify by saying, 'That's an interesting question; why is that important to you?' rather than diving in and flubbing the whole process."
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