Ask probing, open-ended questions to explore the feelings behind the facts. The more you understand the prospect's situation and objectives, the more realistic your recommendations will be. Typical probing questions might include:

• "How did you reach that conclusion?"


• "Is that a good situation?"


• "Are you satisfied with that current arrangement?"


• "How do your business associates/employees feel about that?"


• "Have you considered other alternatives?"


• "Why do you feel that way?"


• "What do you think would be the result of that?"


• "Are you concerned with that?"


• "Do you plan to continue with that approach?"


• "Would it make a difference if you did this another way?"


• "Would you be interested in additional suggestions?"

Back to Top | Next

Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

65