Quality sales questions always foster connections for these five reasons:
Quality sales questions demonstrate interest in others.
Sellers who talk about their own products and services inadvertently demonstrate that their only interest in the other person is whether or not they will buy. Sellers who talk about generic value or assumed benefits demonstrate that their interest is merely casual, perhaps even lazy. Real, genuine interest prompts us to explore what the buyer is thinking and what matters to them.
Quality sales questions build trust.
We trust people who ask us questions and seek our opinions and input. We’re skeptical about those who proceed without consulting us or checking their own assumptions. Questions build trust by building understanding.
Quality sales questions give you common ground and a foundation for a relationship.
While you might be able to superficially open a conversation on a common interest, cause or affiliation, you can’t construct a strong foundation on that common ground without asking deeper-dive questions. Questions personalize the connection and reveal context and create more meaningful links.
Quality sales questions invite sharing and an open exchange.
Questions promote sharing. Your questions signal interest and invite others to share. When they’ve shared with you, they’ll be more open and ready to what you have to share. Questions get the party started.
Quality sales questions stimulate thought and insights.
As a seller, you don’t need to know all the answers. You discover and co-create new insights through rich, two-way dialogue with buyers. When you ask thought-provoking questions, you surface important information that leads to new insights and ideas.
Quality questions stem from genuine interest in others and yield rich information in return. You can read more about our research on questions and how they help build buyer/seller connections in our bestselling book DISCOVER Questions® Get You Connected.