Asking, and Asking Again

Questions are the answer...

Many pieces of research on the selling process point to one simple conclusion: the more questions you ask of your client, the more success you'll enjoy -- the person who learns the most needs is primed to win the business. But the corollary is that the longer you manage a relationship, the more likely you are to lose sales. That is because, over time, you become complacent, making assumptions, about the customer rather than asking questions. That's why many salespeople report a falling share of sales, just when they thought the relationship was thriving.

The bottom line is to keep asking questions consistently, methodically, and creatively.

ACTION POINT: Ask and ask again.