ask a question and stop talking
Questions are the answers when it comes to discovering your clients needs. There is an art and science to asking good questions. Watch the great interviewers on television. They ask short questions and don’t give the person interviewed possible answers. They ask a question and stop talking; try the same technique.
Examples of questions that may be useful are:
Fact Finding
- What are your annual expenses for our products and services?
- Who are your current suppliers?
- How often do you purchase?
- Who makes the decisions?
Needs-Oriented
- What are your expectations of someone like me?
- What changes are you initiating to stay competitive?
- What are some of the biggest challenges you face today?
- How has your customer base changed?
Big Picture
- What is your vision for your company? department? Maintenance program?
- Where would you like your operation to be in 5 years?
- What obstacles could prevent that from happening?
- How do you see yourself leveraging your strengths in the long-term?
- How will you ensure that your benefit from the rapid changes in technology? the market? the economy?
ACTION POINT: Develop assertive questions that will help you understand the facts, needs and big picture view of your client.
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