Skilled influencers know the value of talking less and listening more. It's not enough however, just to listen to what the other person thinks they want. To help buyers identify what they really need, I recommend asking some version of these questions:
- I've found over the years of being in this business that there are some key questions that help me to give clients more satisfying long term results. Do you mind if I ask you some questions?
- When was the last time you were delighted with...? (the type of product or service under discussion)
- What did you like about it?
- What did you not like so much about it?
- Six months after having the product or service, where there any challenges or anything that in hindsight you would have liked to have happened differently?
- Let me make sure I've got this straight... (repeat your understanding of their needs and ask if it's accurate).
- It sounds like... (paraphrase in a sentence or two your overall observation of their situation. Ensure you are in agreement).
- Would it be useful if I gave you my thoughts on what I think would be a good fit for your situation?
After asking these key questions and gaining agreement on the buyers situation, then you are in a position to describe your products or services as they relate to the buyer's needs. That's influence... with ease.
Today's Chuckle:
A closed mouth gathers no foot.
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Jeff Mowatt, B.Comm., CSP is a professional speaker and best-selling author who works with organizations who want to strengthen customer loyalty, increase spending per customer, and recharge customer service teamwork. To inquire about engaging Jeff for your team, email us at info@jeffmowatt.com or call toll free 1-800-JMowatt (566-9288). Web: www.JeffMowatt.com
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