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Tips for More Effective Questioning |
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Quote
of the Week:
"The tragedy in life doesn’t lie in not reaching
your goal.
The tragedy lies in having no goal to reach." —
Benjamin Mays |
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Publisher's
Note:
Write
Your Dream Book
There is a theory about a phenomenon, to which I subscribe.
It states to that once a thought is committed to writing it
begins to manifest. Begin a book on the story of how and why
your business or career was started. Give it a title. You
don't need to spend a lot of time on this. You only need to
write the first two paragraphs. Outline a table of contents
with year-by-year chapter headings. Include the milestones
in the growth of your career or business and when they were
reached. Be optimistic and perhaps a bit fanciful. Write the
final paragraph summarizing your happy ending. Save what you
have written. This is, of course, not a business or career
growth plan but an exercise in dreaming. You have to have
a dream for a dream to come true and putting it in writing
helps it become reality.
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Excerpted
from Rules of the Hunt - McGraw-Hill, June 2012
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Trivia:
What Hollywood honor does Pat Sajak and Big Bird have that
Clint Eastwood and Jane Fonda don't? Find the answer at close
of newsletter.
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Interesting
but useless fact: The band Pink Floyd got its name from two
Georgia bluesmen, "Pink" Anderson and Floyd Council.
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Perdition
is the featured word of the week. Find the definition, pronunciation
key, and an example of it used in a sentence at the bottom
of the newsletter.
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Dogfucuis
Say: Never test the depth of the water with both feet.
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| THIS
WEEK'S FREE DOWNLOAD |
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For
your free subscription to this newsletter, click
here.
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5
Tips for More Effective Questioning
by
Art Sobczak
We all know we should ask questions. But the effort is wasted
if they're not asked in the right way, or if you don't listen
to the answers.
Here are five quick tips that are sure to make your questioning
more effective:
- Ask one question at a time. If it's not important enough
to stand on its own, don't ask it.
- After you ask it, be quiet. If your prospect doesn't
answer immediately, resist the urge to answer for him
or follow up with another question. He is likely thinking
about what he is going to say.
- After your prospect has apparently finished, remain
quiet for 1-2 more seconds. You might get additional information,
and this ensures you don't interrupt.
- Follow-up with a related question. Don't ping-pong around
from subject to subject. For example, if your prospect
answers, "I believe the main problem we have right
now is a lack of motivation," a logical next query
would be, "Oh, what are some specific situations
where you've seen a lack of motivation?"
- Be confident in your questioning. One reason people
ask multiple questions is that they aren't comfortable
asking questions. The only way you're going to truly help
someone is by finding out about him. You're not intruding.
You're assisting.
For more helpful tips on questioning techniques and selling
by phone, visit Art Sobczak's website at www.BusinessbyPhone.com.
Reprint Permission: SalesDog Newsletters may be reproduced
and redistributed in any print or electronic form provided
that "www.SalesDog.com"
is indicated as the source. Distribution on Internet should
use a live link to our site.
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Break
Out of Your Slump
Get
Top Dog Recession-Busting Sales Secrets and learn how
the pros are selling more...right now, every day! Free shipping
and handling. See
it here.
Trivia:
Pat
Sajak and Big Bird have one, but Clint Eastwood and Jane Fonda
Don't. What is it?
Word
of the Week: Perdition noun [per-DISH-uhn]
- A state of final spiritual ruin; loss of the soul; damnation.
- The future state of the wicked.
Example: The road is not always a one-way trip to perdition.
Definition
& Example courtesy of Dictionary.com
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| GET
YOUR FREE DOWNLOAD HERE |
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Trivia
Answer:
A
Star on the Hollywood Walk of Fame.
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For
your free subscription to this newsletter, click
here.
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When
you need an editor or editorial project manager you need a
consummate professional. I recently hired such a person. Not
only did she keep the project on schedule, she gave me great
ideas to improve the content. I'm not getting paid to recommend
Colette. I'm doing it in gratitude for her wonderful work.
ColetteKilian@hotmail.com
Do
the write thing...
I
really appreciate your feedback. I read and try to respond
to all I receive. My email address is Michael@SalesDog.com.
Please send your comments and suggestions directly to me rather
than hitting the reply button or odds are I'll never get it.
Do
The Dog a Favor. If you found this week's advice helpful,
please forward
this page and invite your friends and co-workers who sell
for a living to join the pack.
The purpose of the SalesDog newsletter is to inform,
inspire and challenge you.
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Redistribution
Notice: SalesDog Newsletters may be reproduced and redistributed
in any print or electronic form provided that "www.SalesDog.com"
is indicated as the source. Distribution on Internet should
use a live link to our site.
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SalesDog
2701 Loker Ave. West, Ste. 148, Carlsbad, CA 92010
Tel: 760-476-3700 • Fax: 760-476-3733 • Web:
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