It’s a Conversation Not an Inquisition or and Interrogation

questionI think probing questions should be left to Attorneys in a court room. Salespeople are often taught to ask probing questions. But who wants to be probed? Do You? I didn’t think so. Neither do your prospects. Steve Yastrow has it exactly right in his recent blog post. In it he states:

“Questions are effective, but they are most effective in the context of a conversation. To Joe’s customers, these questions didn’t feel like a conversation. They felt like an interrogation.

Conversation is a key element of any relationship-building customer interaction. Customers will feel more comfortable if the questions you ask are integrated into a back-and-forth dialogue than if they come rapid-fire, one after another.”

He goes on to explain more about how to conduct the “conversation”. It is well worth the read. You can get the entire article here.

Speak Your Mind

Privacy Policy