Ask The Right Questions

Sometimes, in order to learn what the customer’s needs are, it’s necessary to ask a few questions. The right questions can help your customer to open up to you, and give you some insight into how you can assist them. Good questions to ask include:


• A “Day in the Life” question: “What does the end user—the person who would use your products or services—do at their job on a daily basis? (In other words, find out how your products or services will be used at this company.)


• A “Compelling Event” question: “What event made you decide to call me? What made you pick up the phone today?” (A typical answer might be, “We’ve hired a new sales manager and…”)


• An “Expected Results” question: “What do you hope will happen in the next 3, 6 or 12 months? How will your life be changed by this?”


• A “Past Experience” question: “What has their past experience been with this or something similar?”


• A “How Is Business?” question: “How is business these days? And how is your personal work load?”
Put yourself in your customer’s shoes


Often, understanding your customer’s needs begins with understanding who they are and how they think. You must “put yourself in the customer’s shoes,” and examine their

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Winifred EDET
Media Sales Executive
[email protected]
www.emailbroadcast.name