Podcasts

The Power of Questions

On this week’s podcast, Chris and Chris discuss the Power of Questions. Questions can be one of the best tools for you in the home. Questions allow you to uncover more information than just what you’re asking.

Here are four things the Power of Questions can do for you:

Identify the Personality Profile:

Asking the “What’s going on?” question will make the customer tell you a story and relate information to you about the problem. Depending on how they answer, the words they use, and the pace of their conversation, you can identify their profile. Identifying their profile is a critical step in communicating effectively with the client.

Make it Easier to Ask for the Order:

By asking smart questions and getting the customer to provide answers, you make it easier for the customer to buy from you. For example, if you ask the customer the age of their home, which they already know and you can probably guess, this will establish the age as a common frame of reference. Since everything is affected by age, this could mean that many things on the plumbing or electrical systems are old and in need of repair, maintenance, or replacement. It’s hard to argue that things that are older need attention. If you don’t ask the question to establish the age, the customer may not relate it to what you’re offering.

Raise Awareness:

The question AND the way you ask it can raise awareness. For example, asking a customer, “Have you ever had maintenance on your system?” raises awareness that the system needs maintenance. However, if I ask it a little differently, I raise awareness about more. For example, if I ask, “What was the date of your last annual maintenance and safety inspection?” I raise awareness of maintenance, but also that it needs to be done annually and there is a safety component as well.

Create Contrast:

Good questions can also create an opportunity for contrast. Contrast, in this context, is the difference between what is and what could be. For example, asking, “On a scale of 1-10, with 10 being awesome and 1 being terrible, how would you rate your water quality?” If the customer answers “3” you can create contrast by explaining that an inline filter could bring that up to an 8 or better. This contrast shows the customer that you can make things better.

 

Be sure to include good questions that identify the customer’s profile, make it easier to ask for the order, raise awareness and create contrast. You’ll be pleasantly surprised by how much smarter you look to the customer and how much more informed they will be. This translates into more sales for you and a better system for the customer.

Check out these upcoming classes:

Tech Series
Sales Series
CSR Series
Manager Series 
Owner Series

Subscribe to never miss an episode:

iTunes
Stitcher
Google Play

Download to listen later: The Power of Questions

Get Connected

What SETs Us Apart?

Proactive Business Plans

A proactive business is a successful business. That's why our team takes the time to make sure every client has a proactive, not reactive, business plan. Our strategies make your business run more smoothly and profitable.

Proven Results

Our training services help businesses identify and achieve their key performance indicators (KPIs). Whether it's increased revenue or higher satisfaction rates, our methods allow you to see immediate and continued results.

Personalized Training

Our team of experts works hard to make sure your business gets personalized training. We'll work with your team one-on-one or in group settings to set and achieve your business goals. We develop training based on your goals!

Prioritizing People

We believe that people are the most valuable asset. We strive to provide outstanding benefits, life balance, leadership, and support to our team. We believe in helping people reach their greatest level of growth, contribution and satisfaction.

Success Stories

I've increased my sales from $250,000 a year to over $400,00! This really works.

-Scott Putman, Putman Plumbing

Success Stories

Over $2,400,000 in sales my second year after training with SET!

-Chris Yanez, Selling Tech

Success Stories

I sold $18,867 on my first call after SET's Press Play for Sales event series!

-Jake Pettit, Selling Tech

Success Stories

We have been with Service Excellence Training since 2015 and believe it is an integral part (training, coaching, mentoring) to our overall business model.

-Judy Mueller-Hyde, Director of Operations
Hydes HVAC Company Logo

Trusted By

horizontal red and purpler plumbtite logo
142 Cimarron Park Loop, Ste E, Buda, TX 78610
Join our newsletter
© 2024 Service Excellence. All Rights Reserved
Website by Leadhub