Asking the Right Questions

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 Let me take you through two experiences.


You're sick and you're visiting a doctor. 


Doctor 1:

You go to the hospital, wait in the queue and meet the doctor. You enter the doctor's room and he greet you.


You sit take a seat. The doctor asks you what the problem is. You tell him that you're not feeling well.


He checks your pupils, asks you to hang your tongue out. Puts the stethescope on your chest and asks you to take three deep breaths.


Turns over to his notepad and scribbles a couple of meds. Tears it from the notepad and hands it off to you.


Doctor 2:


You go to the hospital, wait in the queue and meet the doctor. You enter the doctor's room and he greet you.


You sit take a seat. The doctor asks you what the problem is. You tell him that you're not feeling well.


The doctor asks you how long have you been sick, what your symptoms are. 


And then looks at your pupils and asks you to hang your tongue out. Puts the stethescope on your chest and while you take breaths, he asks you if you're feeling discomfort?


Lowers the steth and asks you if you've been coughing excessively. Hears you out.


Explains what's wrong with you and why you're feeling that way. Tells you the remedies, and how long is your condition going to prolong.


Assures you that it's gonna be okay.


Turns over to his notepad and scribbles a couple of meds. Tears it from the notepad and hands it off to you and says get well soon.

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Now which of these two doctors would you trust and visit again if you get sick again?


Why?


Because you felt understood by Doctor 2. He was asking you the right questions to get to know your situation better. 


This is how your customer feels too. Your customer isn't just looking for a prescription. They are speaking to you in first place to make sense of the information they already have. 


As #salespeople you need to take the time to ask questions and understand what they already know and where are the gaps. 


You're job is to make your customer understand what's wrong with their current situation even before pitching your solution.


Customers need to feel understood to buy from you.


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