Questioning techniques best help determine customer's needs and motives?

[size=4][b]What questioning  techniques will best help determine customer's needs and motives?[/b]8ay4d3b)iU4F
[/size][b][size=3]
W@G7q5l There are several different types of questions that can be used
4Ow I-c/T
N7S when trying to understand the needs and concerns of a client.
wEW,A| +wR S fF9d
Careful not to start with closed ended questions. 'U(sIj:[G
)`1{~cz ^_M!A-P
Closed ended questions can only be answered with a "yes" or "no".
O6p8agpW;c oBP0d
_O2s3T
UWZ3[h [b][u]Open ended questions[/u][/b]
ofRk] These are the best sort of questions to start with, as they usuall require a detailed elaboration and cannot be answered with a simple 'yes' or 'no' response. -EGW:v.EQ"}$H0JR
They consist of using variations of who, what, where, when, why, and how.
3O z%eJe9j9iBf The respondent has no alternative but to elaborate:)S7T(T"p6t2P9[:xF

Q'\1w xc!S5d(n Examples: "How did you arrive at that particular price?"-as;[zx
"What are your goals?" y%xW9LK
"Why is this your biggest challenge right now?"a@,~yh;P1[

V[lc"}E7Z$W [/size]
ML7TMoWU7\:E#i [/b]'r^B2S8^A%yh"r7Q

o|1Sk|`N
[[i] Last edited by  SwaninCn at 2007-6-3 22:34 [/i]]

[b][u]Open opportunity questions[/u][/b]v[OX'XsUN

\ i+LY4vY;cg/s This form of question invites the customer to participate and offer their personal views.
!C:k{0{5H"y0LR Va!A:[7eS
Example: ???What do you think of this option as a solution????

[b][u]3. Leading Questions[/u][/b]
w
PZvGfoDgt [b]Like is states on the box, you try to guide the customer to a point of view in a persuasive manner.*QyAlkf&GPd-Q
[color=Red] Be very careful and sparing with these types of questions.[/color]clC7U)@h

'i%J o2@$d)el Example: "So if you were to save $1 million through using our product, would it have been a worthwhile purchase?[/b]

it is a good lesson to me.thanks a million.

I hope more people can join us.

[b][u]4. Probing Questions[/u][/b] }~U1q R E1~[

G%Zk#um!@4X8pE When you need to gain a better insight into a person's thought process to further illuminate their rationale or position.G.i7_(\j| y
Lx|P p
Examples: "Could you provide us with more detail in how you analyzed the data?"
8W#K(T2Q2o,faX
X|}+cwm;YS^N;x "What path did you take to arrive at that solution?"

[b][u]5. Emotional thermometer[/u][/b]
6R~];xq$q#jI ]2Q"R$s0M:t [b]?3m bO9}hLi trw
There are occasions when you will sense that something might be starting to boil beneath the surface. DO6GAm7Zm
You may wish to address a pending emotional response that might otherwise de-rail your sale if left unchecked.
f+Z)}ggF ^L )ow*o3\&kln$sBh
So check how the other person feels.2n;hz8l)W0NA5{+X@
2u$R&a-z1I/z;O[)G
Examples: ???How do you feel about the third option????Cr&d+|O _J0f
???You don??t look happy, may I ask why????[/b]