Want to Improve Sales Performance? Ask Deep WHY Level Questions
In this post we focus on the importance of truly understanding another person. This is the key to life as well as in our sales efforts. So, how do we do this? First, we must understand the “multidimensional worldview or WHY” of another person. This is how they see the world. And, it influences everything they do, say, and yes … buy.
We cannot assume things (which happens when we do not ask enough questions) but instead, must listen more than we talk. Note to reader: we already know what WE BELIEVE … the goal is to determine what THEY BELIEVE.
By asking deep and strategic questions we will come to understand WHY a person views the world in the manner they do.
Learn how to get to WHY (and quit having surface-level WHAT/HOW conversations) in the following short #RyansRemarks video. You can also click below to watch the video.
Ryan T. Sauers is the president of Sauers Consulting Strategies. The firm consults with the front end of printing and related organizations across the U.S. Key focus areas include: sales growth, brand positioning, organizational communications, organizational strategy, and integrated marketing. Sauers is a national speaker and writes feature articles in global publications. He is also an adjunct university professor teaching leadership, communication and entrepreneurship to business leaders. Sauers has been recognized as a thought leader in human behavior. He is a Certified Myers Briggs and DiSC Practitioner, as well as a Certified Marketing Executive. He is working on his Doctoral degree in Organizational Leadership and will achieve certification in Emotional Intelligence later this year. Sauers is author of the best-selling books: "Everyone is in Sales" and "Would You Buy from You?," and the host of Marketing Matters, a weekly radio show discussing relevant topics as they relate to marketing and communications. Visit: ryansauers.com