Asking questions and listening to customers is key to better selling. Salespeople should ask permission to ask questions, then ask person-centered questions about hobbies and interests to discover their primary buying motive. Product or problem-centered questions help understand how a product could help or what is holding them back from a decision. Ultimately, salespeople should ask how customers will benefit in the short and long run from a product to identify their dominant buying motive.

1. $ Keys to Better Selling $
Asking Questions & Listening
Presented by Robert A. Prentice
605-450-1955

2. "The main reason and purpose of
asking questions and listening is to
discover their Primary Interest and
Dominant Buying Motive."
Bob Prentice

3. Two Great Questions To Ask:
May I have your
permission to ask
you a few quick
questions?
May I have your
permission to stay in
contact with you
from time to time?

4. Person Centered Questions:
What brought you to this area?
What do you do in your free time?
Do you have any hobbies?
Have you traveled lately?
What do you do for fun?

5. Product/Problem Centered
Questions:
How would this work for you?
Where do you see yourself applying that?
What is holding you back from making a decision?

6. Ultimate Benefit Questions:
What will this ultimately mean to you in the short and long
run?
How do you see yourself benefiting?
Where do you see yourself using this?

7. Assignments:
1. Always get permission.
2. Ask more questions everyday.
3. Remember you will never get in trouble for asking a
question. You only get into trouble making statements.