7. Asking Good Questions

  1. Ron Karr

Published Online: 11 NOV 2011

DOI: 10.1002/9781118257876.ch7

Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers

Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers

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

  1. Published Online: 11 NOV 2011
  2. Published Print: 9 MAR 2009

ISBN Information

Print ISBN: 9780470402184

Online ISBN: 9781118257876

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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