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Question Plans 

The best way to get someone to think is to ask them a question.  It’s important to have an action plan with your customers that can allow you to know certain things when you need to know them.  

There are certain types of questions and each of those types has the ability to be open ended or close end direct questions.  Some of the types of questions that sales primarily deal in are:  

·         Stem or Gathering questions

·         Clarifying questions

·         Impact questions

·         Open ended questions

·         Close end or Direct questions

We cover when to ask the right type of follow up questions. It’s not enough to just ask a customer, “When was the last time your widget broke?”

The follow up information is relevant because: 

·         It gauges their mindset when they have a product malfunction

·         Allows you to understand how often they use a product

·         Your allowing any opportunity to offer warranties

·         The customer may identify a competitors dissatisfaction

The possibilities are endless and are all important especially if you sell widgets.  

Customers will often unconsciously offer you indications about what they want to talk about.  We show you how to let a conversation flow, stay on track, and through questions find out how your customers want to be sold to.