Secrets to choosing the right questions
Posted: Thu Jan 23, 2025 8:03 am
Scheme 2
A slightly expanded version of Scheme 1, including additional clarifying questions. Communication with the client begins in the same way.
An open-ended question designed to obtain information about the customer's needs. Example: What problems did you most often encounter when using old equipment?
Clarifying questions to specify the buyer's honduras mobile phone numbers database needs that are important to him. Example: Do you need delivery, installation and connection on site?
Closed question(s) confirming the buyer's choice. Example: Is that correct, are you taking this particular model?
The final chord to remove all questions. The seller voices the main points of the agreement, repeats the buyer's demands out loud. The buyer agrees to all points. And only after that, a good seller lays out the goods face to face. The demonstration is accompanied by a discussion of a specific model. Example: So, you want industrial sewing machines from 2023 with on-site connection and maintenance? Let's look at this model.
Read also!
"Lead generation - what is it? Basic methods and how to manage them"
Read more
If you are not a very sociable person and do not have the habit of asking strangers questions, simple techniques developed in practice will help you.
It is very simple and convenient to start a question with question words (which is quite logical), for example:
Who, what, whose.
Which one, which one.
Where, when, where to, where from.
How often, how much.
Why (without putting any judgmental meaning into it).
For what.
How, in what way.
Phrases such as:
Describe to me...
Tell me...
Let's imagine that...
What if...
How to Choose the Right Questions in Sales
Source: shutterstock.com
Learn to quickly differentiate between open and closed questions. It is useful to practice at home. Answer the question you want to ask. If the answer is "yes" or "no", then it is a closed question. If the answer is sufficiently detailed, then it is an open question.
Remember that most people enjoy talking about themselves. Don't let the buyer stray from the topic. Ask open questions, keeping your goals in mind: to get important information, to infect with a new idea, enthusiasm, to gain trust, to make the conversation moderately emotional, to seize the initiative. Learn to be an interested listener, but control the conversation.
Open and closed questions in the questionnaire
A questionnaire is the least expensive and most informative marketing tool, collecting reliable information and establishing feedback with the buying audience. It is widely used by sociologists and researchers in other scientific fields. Questionnaires give good results provided that the questions are correctly composed and arranged in the correct sequence.
Experts advise to prepare carefully for this process. The most important thing is to accurately define the goals and objectives of the survey. It is necessary to have a good idea of your respondents, their social status, age, wishes. Based on this, enter filter questions into the questionnaire that will filter out part of the audience that is not of interest to the study.
To formulate the questions, you will need to involve competent professional marketers. The wording should be extremely clear, precise and brief, and the questionnaire itself should be as laconic as possible. If the questionnaire includes many items, is filled with terminology, cumbersome wording, you are unlikely to succeed, since you will scare off a significant part of the audience.
Questionnaires traditionally consist of three parts:
introductory part (filter questions and contact questions);
main block – (target questions, for the sake of answers to which the survey is organized);
final part (personalized demographic questions).
To keep the audience interested, different types of questions should be alternated. The questions should not contain hints that suggest a certain answer, otherwise you will not get an objective picture, but the one you want to see. At the end of the questionnaire, encourage participants with words of gratitude.
Most often, questionnaires use closed-type questions. The audience is asked to choose one answer from several ready-made ones. Sometimes, several options can be selected at once. According to modern questionnaire technologies, questions can be designed as a regular and drop-down list, as a Likert scale, sliding scale, matrix, and semantic differential.
A slightly expanded version of Scheme 1, including additional clarifying questions. Communication with the client begins in the same way.
An open-ended question designed to obtain information about the customer's needs. Example: What problems did you most often encounter when using old equipment?
Clarifying questions to specify the buyer's honduras mobile phone numbers database needs that are important to him. Example: Do you need delivery, installation and connection on site?
Closed question(s) confirming the buyer's choice. Example: Is that correct, are you taking this particular model?
The final chord to remove all questions. The seller voices the main points of the agreement, repeats the buyer's demands out loud. The buyer agrees to all points. And only after that, a good seller lays out the goods face to face. The demonstration is accompanied by a discussion of a specific model. Example: So, you want industrial sewing machines from 2023 with on-site connection and maintenance? Let's look at this model.
Read also!
"Lead generation - what is it? Basic methods and how to manage them"
Read more
If you are not a very sociable person and do not have the habit of asking strangers questions, simple techniques developed in practice will help you.
It is very simple and convenient to start a question with question words (which is quite logical), for example:
Who, what, whose.
Which one, which one.
Where, when, where to, where from.
How often, how much.
Why (without putting any judgmental meaning into it).
For what.
How, in what way.
Phrases such as:
Describe to me...
Tell me...
Let's imagine that...
What if...
How to Choose the Right Questions in Sales
Source: shutterstock.com
Learn to quickly differentiate between open and closed questions. It is useful to practice at home. Answer the question you want to ask. If the answer is "yes" or "no", then it is a closed question. If the answer is sufficiently detailed, then it is an open question.
Remember that most people enjoy talking about themselves. Don't let the buyer stray from the topic. Ask open questions, keeping your goals in mind: to get important information, to infect with a new idea, enthusiasm, to gain trust, to make the conversation moderately emotional, to seize the initiative. Learn to be an interested listener, but control the conversation.
Open and closed questions in the questionnaire
A questionnaire is the least expensive and most informative marketing tool, collecting reliable information and establishing feedback with the buying audience. It is widely used by sociologists and researchers in other scientific fields. Questionnaires give good results provided that the questions are correctly composed and arranged in the correct sequence.
Experts advise to prepare carefully for this process. The most important thing is to accurately define the goals and objectives of the survey. It is necessary to have a good idea of your respondents, their social status, age, wishes. Based on this, enter filter questions into the questionnaire that will filter out part of the audience that is not of interest to the study.
To formulate the questions, you will need to involve competent professional marketers. The wording should be extremely clear, precise and brief, and the questionnaire itself should be as laconic as possible. If the questionnaire includes many items, is filled with terminology, cumbersome wording, you are unlikely to succeed, since you will scare off a significant part of the audience.
Questionnaires traditionally consist of three parts:
introductory part (filter questions and contact questions);
main block – (target questions, for the sake of answers to which the survey is organized);
final part (personalized demographic questions).
To keep the audience interested, different types of questions should be alternated. The questions should not contain hints that suggest a certain answer, otherwise you will not get an objective picture, but the one you want to see. At the end of the questionnaire, encourage participants with words of gratitude.
Most often, questionnaires use closed-type questions. The audience is asked to choose one answer from several ready-made ones. Sometimes, several options can be selected at once. According to modern questionnaire technologies, questions can be designed as a regular and drop-down list, as a Likert scale, sliding scale, matrix, and semantic differential.