ASK, DON'T TELL Practice these fourteen types of probing. Most of us have found that customers tend not to volunteer much information to salespeople. If properly asked, however, customers will give salespeople lots of information. In fact, they like being asked by competent salespeople. Asking implies a willingness to listen to the answers customers give.
Customers certainly prefer being asked to being told.
Peter A Marino has written extensively on sales training techniques and their furniture retailing applications. He is also a noted speaker and group leader. See the Furniture World Products Link for books, tapes and the new computer learning course, the 35 Rules of Selling by Peter Marino. Copyright 1996 Towse Publishing Company. All Rights Reserved.