Sales & Marketing Management

Good questioning techniques

When you interact with a customer, you must use good questioning techniques
to identify their need.

Good questioning techniques
should not involve yes or answers.

Good questions require detailed
responses that convey more
information and draw out the
customer. However, be careful that
you don't bombard the customer
with questions!

The quality of the interaction with the customer is determined by the quality of
the salesperson's questions.

Therefore, the quality of the customer's responses also is determined by the
quality of the salesperson's questions.

The salesperson controls and directs the conversation in order to identify the
customer's needs.

Each of these words (in the list to
the right) asks a different kind of
question.

If you require more information
about asking good questions and
examples of them, see The
Business Plan

Good questions require detailed
responses that convey more
information and draw out the
customer.

For example:

Good questions

begin with

Poor questions begin

with

How When

Where Why

What

Did Do

Was Are

Can

Effective questions do not allow for yes/no

answers. They begin with the following

kinds of words:

What

Which

Who

Where

How

Why

When

That

Then

Is

Did

Does

If

State

Define

Trace

List

Analyze

Compare

Contrast

Give examples