Maybe it’s just me, but I do enjoy golf-related commercials. I recently saw one for Ping, the golf club company. The theme of the commercial was how Ping built its fine reputation by always asking, “How?”How could they make a better putter? How could they make golf more enjoyable with their equipment?
That’s when I dragged my rear out of the chair, grabbed a pen, and started scribbling ways we as salespeople can use “how” with our prospects and customers.
A few points on these questions:
I’ve grouped these questions into categories, but you’ll see that many of them are interchangeable.
They’re not in a particular order, although some could be used as good follow-up questions in response to an answer to a previous question.
Keep in mind that you wouldn’t necessarily use just “how” questions exclusively. Mix in the "who," "what," "where," and "why" questions as well.
This list is not all-inclusive. Matter of fact, how about you adding one or more of your favorite “how” questions below in the comments?
Oh, and remember, the most important thing about sales questioning is that you listen to your buyer's answers, use the information, and react accordingly.