From Derek Hillenbrand in Sales Tip Of The Week
1. Prepare, in advance, the questions you will ask.
2. Ask open-ended and indirect questions.
3. Ask need-development questions.
4. Ask questions that help you identify dominant needs.
5. Ask questions that help you pinpoint the dominant buying motivations.
6. Avoid offensive questions or asking questions in an insensitive way.
7. Start with broad questions, and then move toward questions with a narrower focus.
8. Ask questions that are easy to answer.
9. Use questions to guide the interview and keep it positive in tone.
10. Ask – then shut up and listen.
Contact Info:
Derek Hillenbrand
The Brooks Group
3810 N. Elm Street – Suite 202
Greensboro NC 27455
800-633-7762
www.brooksgroup.com
e-mail: dhillenbrand@thebrooksgroup.com
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