Good Questions To Ask – Always End In A Question!
Whenever I am talking about the 10 second rule someone always asks: “What are good questions to ask?”
Any question is a good question to ask because it keeps the focus on the other person.
Children are terrific at asking and as a result, end up getting more too.
Adults seem to have lost the ability to ask.
If you are not achieving your direct sales business goals, then chances are you are talking too much and not asking enough questions.
Good Questions To Ask
Good questions to ask always start with who, why, what, where, when or how because they cannot be answered in a simple yes or no.
Good business questions are a result of a plan! Make a plan to learn how to ask!
Ask For Information
When networking or just talking to people out and about, keep the focus on the other person by ending every statement with a question.
Share for 10 seconds or less and ask a question.
This technique will give you more information to work with.
With the proper conversational technique, you will gather more information which will enable you to find something that you have that they need. Or there may be another way to serve them.
The questions are not all about business, just life. You may say:
- I am terrific, how are the kids?
- I just got back from vacation in Cancun; where did you go on your last vacation?
- I just got my new Spring products, this purse is part of the collection… What do you think of it?
Ask For The Date On The Calendar
So often we beat around the bush when dating shows.
Use the 10 second rule and learn how to ask questions that get them to pick a date.
10 Second Example: “I’ll bet you will be a terrific host… next month we have a new catalog rolling out and show attendance is high” (followed by)
- What month were you thinking?
- What day of the week is good for you?
- Does the 5th or the 1st work better?
Ask For Business
The ABC’s of selling are always be ready to close the deal.
That means that you have everything available to “close” and it also means that you ask for the close.
An interesting statistic is that after a presentation 60% of salespeople never ask for the order.
No one will ever say yes unless you ask for the close.
- When would you like to do your first show?
- When do you think it would be good for you to start your training?
- What would have to change to make this the right time?
Ask For Endorsements Or Testimonials
Testimonials are powerful. They improve your credibility and leverage you to future successes. The best time to ask is right after you provided excellent service or have gone the extra mile.
- Would you be willing to write a testimonial for me on your experiences?
- I have an audio testimonial hotline. Would you be willing to repeat that as a recorded testimonial?
Ask For Referrals
Referrals are the least expensive way to insure future growth. Take the time to make a plan to get referrals and then learn how to ask for the referral!
You good customers will be glad to give referrals. Getting in the habit of asking for referrals will drastically increase your cash flow.
- I know that you are not interested in hosting a show… who do you know that would like to take advantage of our host program?
- I am looking for sales professionals, I know that this probably isn’t for you and I was wondering who you might know that could use extra income?
Ask For More Sales
How many times have you heard at the store, would you like anything else?
Do you ask your customers the same question?
Check out the order and see what a good upsell or cross sells would be, then offer it!
Offer the opportunity to your guest to buy those extras. Also, contacting guests who bought items when future sales are going on is another way to ask for more sales.
- I see that you ordered the ZXZ basket, did you know that the liner is separate? Would you like to include that in your order?
- Hi Lisa, I see that you ordered the XYZ last year. I was just touching base with you to let you know that the entire collection is on sale next month. Would you be interested in adding to your collection?
Ask For Feedback
Are you meeting the customers’ needs?
You will never know if you do not ask. During checkout you should also be using the 10 second rule.
Ask your customers questions that give you feedback.
- What did you learn today?
- What part of the show did you enjoy most?
- What could I have done to improve your show experience?
When you practice the 10 second rule and ask questions – any question – you will get better at knowing the good questions to ask in each situation.
Asking questions keeps the focus on the customer which in turn allows you to learn more about how you may serve their different needs.
Those who succeed hear NO far more often than those that do not succeed! It is all in the numbers.