Want to Know How to Sell All You Have to Do is Ask Part 2

Questions can guide consumer interest, discover a need and give accurate information. There are two commonly known types of questioning � open ended and closed questions.

Building Rapport and Qualifying
Open-ended questions are an excellent way to ensure customer involvement in the conversation and are a key to identifying not only what they need but a lot about themselves. You can use open-ended questions to build rapport, to find a need, to discover a customer problem and find the right solution. In journalism there are six key questions used in the interviewing process which is as equally useful in sales � who, what, where, when, why and how.

Here are a few examples of open-ended questions which are very useful:
Who are you buying the product/service for?
How often would you use the product/service?
What features were you looking for in this product/service?

This type of questioning yields a lot of great information from your customer and helps you determine which product/service is uniquely suited to them.

Closed questions tend to get one word answers "yes" or "no." They can be used to gather information quickly � not unlike a check-list. Using closed questions can also confirm a buying detail and help confirm the sale.

By using questions you are encouraging the customer to communicate, building rapport, establishing their needs, directing the conversation, diffusing tension and inviting discussion.

Learning the art of questioning and listening is the key to increasing your conversion rate and well on the way to creating a continuing customer relationship.