Great salespeople listen twice as much as they talk. Great salespeople also learn how to ask questions.
When you want information, ask open-ended questions, such as:
- Tell me about (your project, your problems, your needs).
- Why did you call us?
- What is your biggest problem?
- What does a win look like?
Here are some questions we use at Grunder Landscaping Co.
What activities do you use your yard for now?
- As you imagine your landscape, what other outside activities would you like to include in your new design?
- Which kind of outside setting appeals to you:
- A feeling of enclosure? Outdoor “rooms”?
- A feeling of openness? A feeling of distance?
- Restful shades, textured leaves and muted colors?
- Dramatic shapes and bed lines and bright colors?
- Lots of shade? Lots of sun?
- What kinds of water features, walk surfaces and lighting appeal to you?
- Which kinds of outdoor things do you dislike or want to avoid? (Plants, colors, materials, settings, textures, bed shapes)
Asking questions is always a great way to “zero in” on what your prospect wants.
This week make it a goal to listen more than you talk.