The document discusses the importance of asking questions when selling to customers. It notes that asking questions allows sellers to understand customers' needs, priorities, and requirements. This helps sellers identify the real reasons customers want to buy and build profitable relationships. The document emphasizes that asking thoughtful questions shows customers the seller cares about their needs, which increases trust and the chances of making a sale.

2. What did you have for dinner last night?
One of two things would enter in your mind
→Why did he ask me what I had for dinner?
→Or you thought about last night’s dinner : what you had and you
answered it in your mind
That simple question redirected your thought process and made you
think about what I wanted you to think about

3. "For every action, there is an equal and opposite reaction."
-- Sir Isaac Newton
This law also works well with selling.
ASK QUESTIONS TO THE CUSTOMER:
Know more
→About them
→About their problems
→About their motives
The more you ask the more you know and build a
profitable relationship!

4. TELLING IS NOT SELLING, WHY?
Sales people often make the mistake of throwing out some product
features and benefits, hoping they will hit one of the customers reasons
for buying.
But people buy for their own reasons, and we won’t learn what their
reasons are unless we listen to them.

5. WHY ASKING QUESTION IS IMPORTANT?
 For discovering need
 For identifying priority
 For findings requirements
 Making relationship via asking questions

6. Why “Identifying customer needs” matters?
It is essential for ensuring customer satisfaction and loyalty
Customers have unique needs. Assuming what a customer wants
based on previous clients can drive the customer away

7. For identifying priority
Priority for price
Priority for quality
Priority for both

8. For finding requirements
Finding budget
Finding expected quality
Finding out expected features
Customized feature

9. QUESTIONS BUILD RELATIONSHIPS:
Asking thought provoking questions also shows that you
care about your customer needs
The more relevant questions you ask the more the buyer
feel that your are interested
The more interest you show in them, the greater the
chance they will buy from you

10. ASK AND LISTEN
Develop skill and discipline to ask crafted
questions and listen to the answers
Asking question makes the seller more
trustable to the buyer

11. PAINTING EMOTIONAL PICTURES WITH QUESTIONS
Help customer paint his own head a picture
of what he wants
Make him to feel that how the product can
fulfill his needs
Help him match the product with his exact
needs
Help him to feel it and experience it

12. THANK YOU 