By Paul Cummings

The greatest sales professionals on earth are the ones that consistently ask the best questions of their customers. They know the key to the vault is made up of great questions. You are only one great power question away from your largest commission ever, and you always will be. You are only one great power question away from expanding your market share and doubling your income, and you always will be. You are only one great power question away from a landslide of customer “yes” responses, and you always will be. Get the message. Quit telling and selling. Start asking and listening to your customers’ responses. Base your questions on the following twelve big reasons we ask questions:

• Ask questions to uncover the customer’s individual point of need.
• Ask questions to require the customer to evaluate new and different information.
• Ask questions to require your customer to give careful thought and consideration before they respond.
• Ask questions to separate you from the competition in a positive way.
• Ask questions to discover what the customer associates value with.
• Ask questions to get the customer to talk openly about themselves and their company.
• Ask questions to create an interactive, conversation-based format.
• Ask questions to help you clearly define what the customer wants and needs.
• Ask questions to identify the individual’s personal and corporate goals and vision.
• Ask questions to uncover needed areas of improvement.
• Ask questions to make your customer look at you and your offering as a value-added proposition.
• Ask questions to create a fun buying environment, rather than a sales environment full of pressure.

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