Ask Questions... and Listen

by Kori Rodley Irons | More from this Blogger

06 Oct 2007 10:35 PM

The best salespeople and business people are NOT big talkers. I know that there is an image of the stereotypical business leader who is all about the speeches and the talk, but think of the most inspirational business leaders you have known in your life--chances are, their great leadership came from good communication skills and the ability to ask questions, and listen...

Good conversation and communication is built on asking questions. If you are trying to find out about a prospect or figure out the best way to make a presentation or sale--you will fair far better by asking some questions than you will by making guesses and bull-dozing your way into a situation. People want to be heard and listened to--if you ask the right questions, you will get to know your prospects and customers and they really will tell you what they want and need, and what they are looking for. Really!

We think that it is a big guessing game and that we are supposed to "anticipate" where the market will go--but if you actually ask your customers what they want, when they are likely to make a purchase, what they are concerned about, etc.--they will tell you. And, by paying close attention and listening to what is said, you will be able to target your pitch and your business operations to meet those needs.

Great business leaders are not big talkers--instead they ask lots of questions, and really listen to the answers people give them in response. It might feel strange at first, but ask individuals questions--practice at a party or with your friends and family--until you learn how to ask people about what is going on with them, instead of just talking and telling your own stories (and trying to guess what motivates your customers.)

Also: Simplifying Business Communication

Ways to Encourage a Decision

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