September 16, 2011
Sales: Frame your questions with context
- The information we’re looking for is usually very different from the question we need to ask to get that information.
- A point we want to communicate is often communicated more effectively if the point is not communicated verbatim.
- We can sometimes leverage Seek Mode to tell the customer things about our company’s expertise, experience, strengths, qualifications, etc. by communicating those things in the form of a question to the customer instead of a statement about us.
- We can sometimes call attention to our competitor’s weakness, deficiencies, lack of qualifications/expertise without ever mentioning them – directly or indirectly. In other words, the customer merely has to connect a few simple dots to draw the correct conclusion.