Two Eyes, Two Ears,
One Mouth - Qualified
last newsletter, we looked at the best ways to
initiate a relationship with potential
customers, and determine which of them are
qualified buyers. We talked
about asking open-ended questions as a way of
beginning a conversation that may turn into a
sales relationship. In this
follow-up article, we'll explore the importance
of follow-up questions.
engaged the customer with your opening
questions, you'll then be able to ask more
probing questions which will show the buyer you
want to know more about what interests them,
hence answering the question WIIFM (what's in it
of a great short follow-up question is,
"Why?" In my opinion, this is the
best question you can ask after the customer has
shared with you some information.
how your customers would respond to other short
examples like, " What have you found..."
and "Tell me
more" These shorter questions
elicit detailed responses and that's just what
other hand, asking complex questions often
perplex customers. Because they are
not sure what you are looking for, they respond
with the universal answer representing total
Show Exhibitors Association (TSEA) has many
suggestions of "Great
use as follow-up questions,
- Tell me a
little about. . .
- What are you
looking for in terms of . . .
- What do you
see your needs to be?
don't need to show the potential customers at
the trade show what an expert you are -- in
fact, it's better to save some of that expertise
for a later date. Your goal is to come back with
leads that bring sales to your
company. A qualified buyer
increases the sales and profits to your
re-read the first article? Click here to read
the Part I: Qualifying