The secret of successful selling is to ask the right questions. If we do this properly, we become seen as a problem solver, there to help the client make the correct decision rather than somebody trying to flog their products/services. Happy customers are those that buy a product or service that matches their needs. The key is to help them understand exactly what their needs are and this is achieved by asking them specific questions which will encourage the client to think through what it is they want and why they want it.
By asking open questions which help you and your client understand exactly what their needs are enables you to match your products/services to those needs. The questions that you ask will vary depending on the situation, but you can start by asking yourself what information would you need in order to be able to recommend a specific product and how would it benefit your client.
The problems arise when you don’t ask the right questions….