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RAB Research Archive

Asking the right questions



You need to ensure that you have rehearsed quality questions before you engage in client discussions. Jotting down a list of quality questions and rehearsing them live before making client calls or going on appointments is really helpful.

Once you've created a list of questions, meet with a colleague and ask them the questions. You want to ask your colleague to answer the question as a real customer. If you get valuable information or create a sincere dialogue, most likely you've got a good question. If the dialogue is limited, consider revising the question or create a series of follow-up questions.

Source: Sales consultant/author Dennis Kyle





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