Selling With Emotional Intelligence : 5 Skills For Building Stronger Client Relationships

(sharon) #1

In conducting research with successful sales professionals, I have met
many who intuitively inquired into these qualitative categories and attrib-
ute much of their success to what they learned from these questions.
Following are examples of q2 questions you can use to get a better picture
of who your clients are. Remember, most vendors are only interested in
“what their clients have” and not in “who they are.” You stand out like a bea-
con when you master the qualitative side of the discovery process. You are
doing business with people, not entities. The q2 approach is a quantum
leap toward personalizing every business relationship.


Questions about History:


  • Where are you from?

  • How did you get started in this business?

  • What other kinds of work have you done?

  • How did you get from “there” to “here?”


Questions about Goals:


  • What are your personal goals?
    •What do you want to be when you grow up?

  • Where would you like to see this business in five years?

  • Where would you like to see yourself in five years?


192 SELLING WITH EMOTIONAL INTELLIGENCE


FIGURE 21.4Framing the Picture

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