{"id":5964,"date":"2010-07-10t06:04:06","date_gmt":"2010-07-10t10:04:06","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=5964"},"modified":"2024-11-19t21:35:43","modified_gmt":"2024-11-20t02:35:43","slug":"sales-tip-questioning-and-listening-are-two-sides-of-the-same-coin","status":"publish","type":"post","link":"\/\/www.g005e.com\/2010\/07\/10\/sales-tip-questioning-and-listening-are-two-sides-of-the-same-coin\/","title":{"rendered":"sales tip: questioning and listening are two sides of the same coin"},"content":{"rendered":"

six hints for asking effective questions.<\/strong><\/p>\n

the franklin covey coaching group, renowned for “seek first to understand, then to be understood” advice, says effective questioning is an essential skill in business development.<\/p>\n

“your goal is maximum, mutual understanding,” the company says, and adds these six tips:<\/p>\n

1. set expectations, ask permission to ask questions.<\/strong><\/p>\n

“john, if it would be okay with you, i’d like to ask some questions to make sure i understand what you really want to achieve. i’ll give you plenty of opportunity to ask me questions about how we might help you. then we can make a mutual decision as to what, if any, next steps we should take. would that be okay?”<\/p>\n

2. make sure there is enough time and the timing is right.<\/strong><\/p>\n

“i know we scheduled an hour for this appointment and we started 20 minutes later than we thought. do we still have an hour? or, is this still a good time for us to talk?”<\/p>\n

3. ask one question at a time; wait for the answer.<\/strong><\/p>\n

note that when people break eye contact, they are often searching for the answer to your question. let them find it! bad examples of this technique:<\/p>\n