“Questioning is the prequel to selling,” says Manufacturers’ Agents National Association Board Member Stephen Fowler. “The RIGHT questions should discover the RIGHT answers. Questions uncover facts, beliefs, timing, and circumstances. Open minded, curious, goal-directed, RIGHT questioners have interest, enthusiasm, respect and need a special sympathetic intelligence. Armed with the right answers they map the trip and sequence the actions to achieve their goals by fulfilling those of their customers.”
In this podcast, Fowler, President of Process Equipment Resources & Consulting Services in Bridgewater, NJ, described best practices in eliciting the information you’ll need to best serve your customers’ needs and to recommend your products that will be most effective in addressing your customers’ pain points.