In The Sales Arena

THE “HOW” AND “WHY” OF USING QUESTIONS              “THE COLUMBO APPROACH"   Welcome to the first podcast of June!  All month we will be considering “The Power of Questions.”  We will discuss helpful, basic information that YOU can begin using right away.   WHY are questions so powerful?  There are three reasons: Use questions to create credibility with clients instead of skepticism. In sales, we should be talking 20% of the time and listening 80% of the time.  Asking questions allows for that to happen. When we ask questions, we are in TOTAL control of the conversation. A BONUS REASON:  Asking questions is the cure for the “show up and throw up disease” in sales.   From our Value-Based Selling webinar in February 2015, there are THREE LEVELS OF QUESTIONS to ask clients: Corporate Level Questions—no risk/no harm, but with very little return. Business Level Questions—higher risk/higher return Personal Level Questions—highest risk/ highest return The PERSONAL LEVEL questions are the goal, but we have to EAR