How to listen to other networkers - using of open questions
Plenty of research has been on why and how open questions work over the years. It has revealed that when talking with a fellow networker or prospect, it is important that you don’t lead or persuade them to answer these questions in a particular way. It’s more important to have them give you a genuine, honest answer hat can involve them in the process.
Many questioning tips include steering clear of yes or no questions by asking open ended question. Open ended question usually start with the words how, what, which, when, or where. Some of you may be familiar with Kipling 6 serving men, which was how I learned them. "I keep six honest serving men and true; they taught me all I knew; their names are why and what; and when, and where and how and who." Oh yes, and: "How much?"
Here are ten great open ended questions to help you open up a fellow networker or land a sale:
1. “What has brought you here today?”
2. “Tell me why are you looking for this product or service?”
3. “Where do you currently get this product or service?”
4. “What do you currently like or dislike about this product or service?”
5. “What challenges have you faced in the past?”
Building rapport is another networking tip. If the potential customer feels they have a relationship with the sales person, they will be more likely to complete a sale. To help build rapport use the following open ended questions:
6. “How would you like this product or service to benefit you?”
7. “What is it about this product or service is important to you?”
8. “When would you ideally like to start this?”
9. “What concerns do you have?”
The last open ended question is a great networking tip for a situation when the sales person doesn’t get enough information to make a good recommendation in order to complete the sale.
10. “How’s that?” or “Why is that?” and “Where do you get that?”
By using open ended questions, a good networker can make an appropriate recommendation and provide a product or service based on the customer specific needs. Introduce them to a noted supplier you network with. These techniques make the other person feel wanted, but only if you listen to the answers. This will lead to better qualified and a greater number of referrals for you and your colleagues.
Hope that helps
Helping Real People do Real Business Through Real Networking
©Paul Johnstone
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