Your questions should not be manipulative, but should be straightforward
You will get better feedback if you ask the right questions. It’s hard to rebound from a blunt “No” so use open-ended questions to elicit responses from the customer that you can work with.
Your questions should not be manipulative, but should be straightforward; slippery sales patter like “Sounds pretty good doesn’t it?” may antagonize the customer, so frame questions in a way that maintains the high level of dialogue that got you to this point.
Examples are:
- “What do you think about our recommendation?”
- “I’ve been talking for a while; now I’d love to hear from you.”
- “I would appreciate some feedback.”
- “So, what are your thoughts?”
- “How does that sound?”
- “Any questions?”
ACTION POINT: Use open, straightforward questions that demonstrate respect to your customer.
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