March 15, 2016 – Discovering

Phrasing questions in the right way can help you elicit quality information that helps you uncover your customer’s needs. But even more than that, asking the right questions in the right way at the right time can help you uncover not only what the customer thinks he needs but also myriad possibilities the customer might never have even thought of. Questioning can help you dig deeper, allowing your customer to think beyond what must be done or what should be done to what could be done.