Questioning techniques best help determine customer's needs and motives?

[size=4][b]What questioning  techniques will best help determine customer's needs and motives?[/b]
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a7c/?.P `r&d There are several different types of questions that can be used %y9~#dW.S7H
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when trying to understand the needs and concerns of a client.
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Careful not to start with closed ended questions. $\~t9@@.cWe
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Closed ended questions can only be answered with a "yes" or "no".
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k+[tRD%O0^:o g"S [b][u]Open ended questions[/u][/b]
ySKRQ"T These are the best sort of questions to start with, as they usuall require a detailed elaboration and cannot be answered with a simple 'yes' or 'no' response. 8`9FshC:q,R
They consist of using variations of who, what, where, when, why, and how. R"`2Q7Z|g
The respondent has no alternative but to elaborate:
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Examples: "How did you arrive at that particular price?" bk T7m*p m
"What are your goals?"

V{A%i%t4G.cbW "Why is this your biggest challenge right now?"
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[[i] Last edited by  SwaninCn at 2007-6-3 22:34 [/i]]

[b][u]Open opportunity questions[/u][/b]
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T#u#YZ2B*u3Q This form of question invites the customer to participate and offer their personal views.8e0d&C
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RTA#M.@ Example: ???What do you think of this option as a solution????

[b][u]3. Leading Questions[/u][/b]y0Ex#E-{^ G
[b]Like is states on the box, you try to guide the customer to a point of view in a persuasive manner.
sh}?mZL [color=Red] Be very careful and sparing with these types of questions.[/color]
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Example: "So if you were to save $1 million through using our product, would it have been a worthwhile purchase?[/b]

it is a good lesson to me.thanks a million.

I hope more people can join us.

[b][u]4. Probing Questions[/u][/b]
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When you need to gain a better insight into a person's thought process to further illuminate their rationale or position. ^[)jkP?

*b9JKI s)g;scf)N'I Examples: "Could you provide us with more detail in how you analyzed the data?"Lznd4r3`#B
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"What path did you take to arrive at that solution?"

[b][u]5. Emotional thermometer[/u][/b]
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There are occasions when you will sense that something might be starting to boil beneath the surface. 8Tf8gD\9|t]
You may wish to address a pending emotional response that might otherwise de-rail your sale if left unchecked.
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So check how the other person feels.
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Examples: ???How do you feel about the third option????
J1^dn2]nt ???You don??t look happy, may I ask why????[/b]