All sellers are asked questions and few pay attention to their timeliness and meaning. It is extremely important in sales - is the ability to ask the right questions, and this is the weakest, most sellers. When talking with sellers, it seems that many of them never stop to reflect whether they are effective questions? Also, not all vendors understand the need to prepare questions in advance, while "still on this side." And go to the buyer in full "war paint". Criteria for the right questions: What should determine - the question correct or not? Simple criteria: 1. Unusual, new, neozhidanno.2. Clever and originalno3. Uvlekatelno4. Involving the right to switch the attention of the buyer to think and the wording otveta.5. Involving at once, with a rapid response to customer - "Yes." All selection criteria are aimed at one point - in the head buyer should immediately lit "light" ( "It interests me"). How to formulate a good question? Method number 1 Put to its regular issues, I hope you have a list, you should start (if you already do this, go to method number 2) which requires the buyer retracted into the game and makes the work of his imagination. Namely: How did you find ...? (is the right solution, technology, methods ....) How can you do ...? (an excellent product, service ...) What is the solution you suggest from your experience ...? (To lower rates, the growth of quotations ....) Why do so effectively was ...? (your proposal ....) What do you mean by ...? (Increase productivity, lower costs ...) What do you like ...? (In your management techniques, your products, your place on the market ...). What would you like to change or improve in ...? (In the company, products, life ...). What kind of life you would offer your competitor ...? (no comment). How or why your customers react to ...? (changes in your company, product, pricing ...). And so on ... And so on ... The method number 2. Define the topic for questions: what is valuable to the customer (using all the accumulated knowledge of customers during the preliminary training that is valuable in the products and services in the preferences of your customers, whether there is common friends or interests?). Formulate the questions. Now the usual questions are beginning to dissect through the lateral changes. What is it? We use the technique of lateral shift, ie, use: Replacement or consolidation - to move one or more parts of the question and change (substitute the beginning, as in the method number 1 connected ligament or convert to an alternative question). Inversion or deletion - transform an element into the opposite problem, unusual or delete unnecessary. Exaggeration or reorganization - that - that are exaggerated or minimized, violating the order. Method number 3. For the lazy, but nimble when necessary. View source - Media, Internet, tips ... Now you can before asking questions together - watching the Internet the other day, I found many good things about your company, for example ... After ask a question.You not condemn. You asked a man and his company in advance, then you are a friend. Method number 4. Socrates. On the other hand, korystolyubtsy like dinner? "Friend. Yes. Soc. Lucre is, you say, the opposite of the losses? Friend. Of course. Soc. Sometimes there for anyone - a good loss? Friend. To anyone. Soc. On the contrary it - evil? friend. Yes. Soc. Therefore, because of the loss people are experiencing the harm? friend. Yes, undergo. Soc. Consequently, the loss - the evil. And the opposite of profit losses? friend. opposed. Soc. Hence, profit -- good? friend. Yes. Socrates. So, you call korystolyubtsami lovers of good? friend. appears. Plato Dialogues. To begin with, that there is a group the right questions that allow the buyer to answer several times "Yes", and not on very fundamental issues for him. Methods for obtaining positive responses simple as a stool. It is based on tie (guiding) questions. But here, as elsewhere, it is important not to abuse the ligaments, they are effective, but annoying people, if used excessively. Examples of ligaments: Do you agree? After all, this is true? Do not you? Really? Right? Is not it? Right? Really? Really? Do not you think? Is not it? Is not that right? Then, review the group their questions, which use and altered some of them this way. It was: "You are very concerned about the safety of Chinese toys?". It became: "You are very concerned about the safety of Chinese toys, is not it?". Or, from the policy: "The new Cabinet will be five Vice - Premiers, is not it?". "This is a valedictory interview with the prime minister, right?" It's simple! It does not matter whether you are selling ideas, helicopters or bricks, the method works for one hundred percent.