7. Asking Good Questions
Published Online: 11 NOV 2011
DOI: 10.1002/9781118257876.ch7
Copyright © 2009 Ron Karr. All rights reserved.
Book Title
Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers
Additional Information
How to Cite
Karr, R. (2009) Asking Good Questions, in Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9781118257876.ch7
Publication History
- Published Online: 11 NOV 2011
- Published Print: 9 MAR 2009
ISBN Information
Print ISBN: 9780470402184
Online ISBN: 9781118257876
- Summary
- Chapter
Keywords:
- sales leaders;
- customer's perception;
- sales call timeline;
- customized solution;
- potential customers
Summary
This chapter contains sections titled:
Questions that Earn Time, Interest, and Attention
How Much Thought Do You Give to Your Questions?
Are You Opening with the Questions a Leader Would Ask?
Issues-Based Questions
Are You a Trusted Advisor?
Leaders Use This Stuff—Because It Works!
Issues-Based Questions Affect Everything
The Magic of “Three”
Transform the Conversation
“Do You Mean I Can Never Ask Status-Based Questions?”
The Delta of Opportunity
Illustrative Questions
The Clarification Question
The Consequence Question
No Scripts!
Listen to the Answers
What's the Intent?
Sales Leaders Never Stop Asking Issues-Based Questions
Your Chapter Seven Commitment