Infographic Template Galleries

Created with Fabric.js 1.4.5 Question your prospect in a way that will yield the maximum amount of information with the least effort. To do so, take the pressure off the questions. Ask them in a relaxed tone of voice. Give time for the answers, even if it means sitting quietly and waiting. In this case it's appropriate to show respect by asking permission to ask questions. Broad, open-ended questions are a good way to start gathering information. They put your prospect at ease because they allow any type of response. Start off safe, general and non-threatening. Ask questions that don't touch on sensitive subjects. After you have built up trust you can ask about financial ability, business stability, and credit rating or anything relevant. If you want useful answers, ask useful questions. Convoluted or two-part questions should be avoided. Ask straightforward questions that cover one topic at a time. It makes sense to justify a sensitive question to your prospect. Do not ask them what benefits they are looking for; tell them what benefits will be theirs! When you ask them what they want, have them generalize about the improvements they would like to see. Build on previous responses Any good interviewer knows that the most logical source of questions comes from the interviewee's responses. Start broad, and then get specific If you're talking to a neophyte, don't embarrass him with your technical jargon. Avoid questions that will confuse your prospect or worse, make him feel inferior. Use the prospect's industry jargon, if appropriate Ask permission Keep questions simple Keep questions non-threatening Explain the relevance of sensitive questions Focus on desiredbenefits Maintain a consultative attitude
Create Your Free Infographic!