We are now going to get surprisingly cultural, but it’s all in the name of selling more!
“I keep six honest serving men
(they taught me all I knew);
Their names are What and Why and When
And How and Where and Who.”
What the very clever Rudyard Kipling was talking about was the ability to ask effective questions.
I am constantly keeping an eye out for what annoys customers when they are being sold to and the one that keeps popping up is ‘Not listening properly’. But of course, if you want to listen to a customer, you have to know what to ask them. These words to which Mr Kipling referred are, of course, ‘open’ questions. In other words, it is hard to answer briefly with ‘yes’ or ‘no’. When you are in front of a customer, talking to them on the phone, or even communicating virtually via email or social media, then you need to be able to ask effective questions or you won’t properly understand what Read More