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The 5 W's and an H.

Memorize these five W’s plus the H and you will never be at a loss as to how to ask your prospects a good question.  The five W’s and one H are:

1.       Who

2.       What

3.       When

4.       Where

5.       Why

6.       How


The words start open-ended questions.  An open-ended question cannot be answered with a yes or no.  They require an explanation.  They require someone to engage in a conversation.  And that’s the purpose of these questions.  Some examples:

·         Who, in addition to yourself, will be involved in making the decision?

·         What is the real key to earning your business?

·         When will you making a decision to purchase?

·         Where do you think you will see results from using our product?

·         Why is that an important consideration?

·         How will you be using our product?


Here are a few things to remember about using these questions:

·         Don’t make the other person feel like a spotlight is on them.

·         Have your questions written out in advance.

·         Mix them up.

·         Be genuinely interested when you ask the questions.

·         Don’t be thinking about your response when they are talking.  Listen.


Sales Homework
– List six questions about your product using the five W’s and one H.

1.____________________________________________________________

2.____________________________________________________________

3.____________________________________________________________

4. ___________________________________________________________

5.____________________________________________________________

6. ___________________________________________________________


Sales Managers
– Compile a list of all the questions and add them to your Sales Playbook.   Read more...

  

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