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Ask questions that separate you from the competition - not compare you to them.

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Simply stated, ask questions...good, thought out, thought provoking questions. If you get the customer thinking outside of the box, you have won. The comic on page 123, very dramatic, but should actually make you think.  Typically the person at the top asked the questions no one else would. Ask the questions that help lower their defenses, and just get them talking, ultimately they start answering the dumb questions that maybe gather you information, but you were too smart to ask. Leaving you with deep insightful questions that really get the customer thinking on how your different. Remember, the different guy was on top.

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I like this chapter because it reminds us of the questions we should be asking and what we should know in advance about our customers

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Simply stated, ask questions...good, thought out, thought provoking questions. If you get the customer thinking outside of the box, you have won. The comic on page 123, very dramatic, but should actually make you think.  Typically the person at the top asked the questions no one else would. Ask the questions that help lower their defenses, and just get them talking, ultimately they start answering the dumb questions that maybe gather you information, but you were too smart to ask. Leaving you with deep insightful questions that really get the customer thinking on how your different. Remember, the different guy was on top.

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The chapter really made me think about the questions I ask in meetings and did not really ever think of as "price driven Questions". I like the idea of having 15-25 questions in to have that really spark the prospects interest

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Salespeople become known by the questions they ask.  Ask smart questions, they think you're smart. Ask dumb...

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Great Chapter!
What you ask determines their response. Ask value questions. You're going to get answers that lead you to your prospect motives for buying.

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Ask questions that engage them and allow us to differentiate ourselves form our competitors.  This enable us to build rapport and get away from price.

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Right on my GBO Friends...love the power question lead-ins...used the one...how do your customers react-- to THE MISSED PICKUPS...especially now that SAIA is picking up daily? Asked for sales leads on those customers
And away we go!!!

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Love this chapter and I agree that asking the right open ended questions not only lead to uncovering opportunities but more importantly building trust.

One example: if you walk in with and idea that you got from reading their annual report, their trade magazine, or reading their web info, you will earn the respect of the person making the buying decision. You will also be viewed as as credible. Respect and credibility
lead to trust. Trust leads to a sale.

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OPEND ENDED QUESTIONS!!!!! "It's not just asking questions, it's about asking the right questions". Example in our industry. Instead of saying Do you ship to Canada? Ask…  What are you currently doing with your shipments into Canada?

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Open ended questions are the key.  I guarantee you there are a few high paid customer service reps with other carriers that aren't doing this.

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Gotta piggy back off
my GBO brother.  Page 116 is key!  Ask open ended questions with the intent of keeping the customer engaged.

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"Ask the wrong questions. Get the wrong answers" If you don't have 25 powerful questions at your fingertips, you better get them... strong stuff right there

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This charter made me think the most.  "Am I asking the right questions and am I asking them the right why?"
Beginning a question with a phase, What's been your experience with...?",  should open more of a discussion on the question and give better insight to their needs
"Buyers don't want an education. Buyers want answers"

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Page 116 is good stuff .Have a copy and put in the tool box !

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I like the idea of the Power Questions. And, I really like the loyalty question, too. Also, doing some internet research really helps build credibility when you refer to that information during the visit.

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This chapter talks about asking open ended questions that echo's our Saia training . It made some great points such as "Buyers don't want an education. Buyers want answers!" I love the question "What do you do to keep your customers loyal" I am going to start really using this one. Need based selling based on intelligent questionsI

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Ok,  so this is one of my favorite chapters so far. The reason we want to ask smart questions is two fold. Not only do we want our contact to think outside the box, but we want to give this guy the kind of ammo he needs to take this decision to the person who ratifies the decision, making him the hero, but securing the freight for ourselves.