Has anyone checked the customer requirements? To my mind this is a question that is obvious to ask. Amazingly this question is often followed by astonished silences or confused looks. I work in a business environment involving change management planning and projects. I am further involved in coaching support staff in offshore call centers.
In these settings I find myself asking this question to people on a regular basis: It is not possible to meet customer requirements in any environment if one does not first spend the time to establish what is really required. It is said that there is no such thing as a stupid question. And about the word assume it is said it is derived from making an ass out of U and me. There is much that can be learned about asking questions beyond the open, closed, leading question type scenario. See links to my website below.
Much literature has been written about asking questions. Asking the right questions at the right time is important in most environments. Selling, marketing, consulting, coaching, the medical profession The list is endless. Surely it is fundamentally important that professionals train themselves in the art of asking questions.
Ask questions as a selling skill. Spent a lot of time preparing your elevator pitch? Throw it away! Every competitor has one just like yours! It will be more effective to ask people what is happening in their business. This will demonstrate you are interested in them and at the same time prepare you to deliver them a few words that is closer to the mark of what they might actually need of your services
Asking good questions is a consulting skill. Often consultants are stereotyped into the specialist and easily seduced into simply releasing their professional judgments prematurely. Good consultants volunteer no answers until they have spent enough time gathering accurate information through effectively asking the questions of the relevant people at the appropriate time.
Life and business coaches are trained to ask questions. In the field of life or business coaching it is important for coaches to remember that they are there to facilitate another person into realizing their own ambitions or potential. A coach cannot achieve that if it is not first established what the ambitions are and what is blocking the way. This is established with questions!
On the global sales front mistakes are costly. Asking relevant questions to establish the correct scenario and needs and identifying the buying influencers and their motivation and thereby gaining understanding of the whole situation is a valuable tool. It might just distinguish your communication with the customer from your competitors.
The following are all benefits that you may expect if you develop the habit of asking questions. It helps to establish you as an interested party and authority, it builds credibility, it sets the tone for accurate communication, it opens up the next level, and it helps to fulfill the customers needs correctly. It also opens the door to future business opportunities
In these settings I find myself asking this question to people on a regular basis: It is not possible to meet customer requirements in any environment if one does not first spend the time to establish what is really required. It is said that there is no such thing as a stupid question. And about the word assume it is said it is derived from making an ass out of U and me. There is much that can be learned about asking questions beyond the open, closed, leading question type scenario. See links to my website below.
Much literature has been written about asking questions. Asking the right questions at the right time is important in most environments. Selling, marketing, consulting, coaching, the medical profession The list is endless. Surely it is fundamentally important that professionals train themselves in the art of asking questions.
Ask questions as a selling skill. Spent a lot of time preparing your elevator pitch? Throw it away! Every competitor has one just like yours! It will be more effective to ask people what is happening in their business. This will demonstrate you are interested in them and at the same time prepare you to deliver them a few words that is closer to the mark of what they might actually need of your services
Asking good questions is a consulting skill. Often consultants are stereotyped into the specialist and easily seduced into simply releasing their professional judgments prematurely. Good consultants volunteer no answers until they have spent enough time gathering accurate information through effectively asking the questions of the relevant people at the appropriate time.
Life and business coaches are trained to ask questions. In the field of life or business coaching it is important for coaches to remember that they are there to facilitate another person into realizing their own ambitions or potential. A coach cannot achieve that if it is not first established what the ambitions are and what is blocking the way. This is established with questions!
On the global sales front mistakes are costly. Asking relevant questions to establish the correct scenario and needs and identifying the buying influencers and their motivation and thereby gaining understanding of the whole situation is a valuable tool. It might just distinguish your communication with the customer from your competitors.
The following are all benefits that you may expect if you develop the habit of asking questions. It helps to establish you as an interested party and authority, it builds credibility, it sets the tone for accurate communication, it opens up the next level, and it helps to fulfill the customers needs correctly. It also opens the door to future business opportunities
About the Author:
Click through now for additional information on Business improvement by Yolanda e Kruger, principle consultant at Infusion Business Ventures www.infusionbusinessventures.com. Home of Business improvementconsultancy. Offering consultancy services, assistance and resources on business coaching, process efficiency and change management strategies. Released by Infuz10n Publishers
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