Leading Probes There is a limit to the number of questions a customer can put up with. If you are going to ask a series of questions one after the other, the likelihood is that their responses will just get shorter and shorter as the interrogation continues. Misconceptions about Questioning Techniques Open Probes Some people seem to think that OPEN questions are good and CLOSED questions are bad. So, as an example, instead of asking "Is tonight your busiest night?" you ask "When is your busiest night?" A bad salesperson will present all the drills that are on offer, a good salesperson will discuss the desired hole with the customer." You see, your products deliver benefits and solve problems for customers; do you know what they are? You've got two ears and one mouth; they should be used in that ratio. It is their selection and how they are used which is either good or bad - you wouldn't use a screwdriver to bang in a nail would you? You are trying to sell something in or increase business somehow, questions won't get the order by themselves, a couple of answers would really help too. Leading Probes control a situation in a way that qualifies what the customer has just said and gets you back on track, for instance; They know you are trying to sell something to them, they are already quite cautious, but if you just go in with question after question you will starve them of their 'psychological oxygen' and the conversation will just dry up. Closed Probes The two most talked about questioning techniques are 'OPEN PROBES' and 'CLOSED PROBES'. - Establish the customers' needs - Make sure they feel part of the buying decision - To collect information - To qualify and confirm their genuine interest - To keep some element of control during the meeting Different Types of Questions An over use of any type of question,K.Williams vikings Jersey, open or closed, will present difficulties. "So you are saying that you have too many old brands in stock and you need to work out which you will be replacing is that correct? The clue is in the title really, they are used to 'OPEN UP' the conversation. If you ask an Open Probe the customer shouldn't be able to just answer with a YES or a NO and they often start with the words; Who,Cheap Atlanta Falcons Jerseys, What, Where, When, Why, How and Which. That isn't the case at all. They are just useful tools with their own place and purpose. "When a customer walks into a DIY store to buy a drill, he doesn't really want a drill - he wants a hole,Dallas Cowboys Jerseys! Closed Probes are the complete opposite; you use them when you want to bring the conversation to a shuddering halt. What we are looking to do with these techniques is; If all you have are questions, questions,Cheap Marcus Allen Jersey, questions - the following problems will occur: "So, if I can do all that for you do we have a deal?" They are being careful with their choice of words in case you trap them with your magical and mysterious salesperson ways. If you question them into a corner they will just refuse to continue. Your customer will become defensive Remember - Asking Questions isn't the Objective. I'm sure you have heard this before,Cincinatti Bengals Jerseys, but I'll repeat it because it's undoubtedly true; Occasionally you might wish to lead your customer into a particular direction or to qualify something they have just said these are called Leading Probes. "You said you thought that was a good idea before,Cheap Prince Amukamara Jersey, how do you think you'll be moving forward?" Understanding the next statement will set you head and shoulders above your competition. Your customer will switch off Using any tool inappropriately will cause you problems. The ability to ask questions enables us to ask about that hole and supply the appropriate drill (or whatever - you get the idea).