Why Sales Questions
Build Confidence and Rapport
10 years ago, I was giving a selling
skills workshop. One of the topics
was "Why sales questions build
confidence and rapport." It was
in Indianapolis, scheduled for a half-day.
In the middle of the presentation,
one of the participants raised his
hand and asked if he could share an
experience. His name was John.
John told the
group that he and his wife had been
looking for a baby sitter. Two to
three weeks went by and they couldn’t
find one so they placed an ad in the
local newspaper. A couple of teenagers
called, and then a woman responded.
The woman started
to ask John questions over the phone.
Questions like: “What are the
names of your children?” “How
old are they?” “What did
your children like most about the
baby sitters you’ve had in the
past?” “If your children
could change anything about the baby
sitters you’ve used in the past,
what would they want to change?”
woman asked a few more questions then
gave a brief account of experiences.
She also provided references and told
John and his wife that she was CPR
As John was
finishing his comments, a woman in
the back of the room raised her hand.
“Did you hire her?” she
asked. Before John answered, I asked
a question of my own. I turned to
John and said, “John, when the
woman was asking you all those questions
how did it make you feel?”
here’s what John said, and I'll
never forget this. He said, “It
made me feel infinitely more confident
Then I turned
to the woman in the back of the room
and asked her to repeat her question.
“Well John, did you hire her?”
And John said, “I booked her
for three months.”
Why do sales
questions build confidence?
How do questions
build rapport and create a more positive
response to us?
If really good
sales questions are so powerful, why
don’t more salespeople ask them?
procrastination, and an “I've
always done it this way” attitude
are the three major roadblocks to
asking better sales questions for
will only work if you prepare and
Good sales questions
are seldom the result of spontaneous
improvisation while you’re seated
in front of your customer.
questions aren't accidents or spontaneous.
They are prepared and practiced in
questions are always the result of
preparation and execution. At the
end of the day you'll get the opportunity
to deliver your products only if you
deliver really good customer questions.
And by the way
this article is Chapter 18 in my book,
"The 12 Best Questions To Ask
If you liked
this Chapter you'll probably enjoy
the other 23 Chapters.
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Sales Management Training
it's great that you focus on the development
of your sales team. But don't ignore
your own personal development. You
have to keep growing if you want to
inspire your sales team to keep growing.
- Go out and sell with enthusiasm
today . . .
- Get Jim Meisenheimer's "The
12 Best Questions to Ask Customers"
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