Marketing for Professionals - Asking Good Questions

Greetings one and all,

As I was sampling “La Dolce Vita” last week in Southern Italy, I was reminded by how “success” in its many forms is always preceded by asking good questions……………because good questions lead to good answers…..and good answers lead to good information

Whether it was asking the Concierge as to his recommendation of the best local restaurant, or the ticket office staff as to the best fare for the train to Pompeii, or even fellow guests as to where they bought the wonderful scarves, good questions promoted good answers and increased knowledge which gave an enhanced experience.

Why Should It Be Any Different in Business?

We all need to know things to fill our knowledge gaps, whether it is in relation to business processes, or even what we need to do to win a client’s business.

Knowledge is most definitely power, and the better the questions we ask, the more knowledge we gain.

So What Stops Us Asking Good Questions?

I am no psychologist, but I do think some of us can show too much “British Reserve” for our good. 

We want everyone to like us, and not seen to be “pushy sales types”. 

Fair enough, but how do you know what a prospect wants unless you ask them? 

You can speak in industry generalisations until the cows come home without your prospect knowing that you understand him - or her  - better than your competitor / his existing supplier. 

To show that you truly understand his problem and have the products to solve it, you have to ask good questions. 

And once you have asked the right questions to obtain the information you need to prepare a knock out presentation, you then need to ask him what else needs to be done to win his business.

Good questions………………the secret to any form of success……………...Try them today.

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If you would like to discuss this or any of the other points that Ihave made in the last few weeks, please contact me on 01883 333352.

Best regards,

Colin