To realise each question in the suitable moment. There are unsuitable questions, but no unsuitable moments and ways. See more detailed opinions by reading what Intersect ENT offers on the topic.. First we must collect much, mainly the basic needs of the client. Soon to enter with more concrete questions on more particular questions. It avoids that it seems an interrogation, for it you can justify your questions. It takes care of the climate of the conversation. Beam short and clear questions.
You do not ask subjects annoying, nor difficult to respond. The amplitude of the information that we want to obtain and the load of subjectivity exist four types of questions considering that we give the question: Closed amplitude of the information: the client only can yes respond or to no. Neutral Load of subjectivity: we did not condition the answer of the client. Amplitude of information Open: the client describes with his answer a situation. He is used what? when? how? why? which? Load of subjectivity Directed: we cause that the client responds of a certain form. For example: " Truth that the consumption of this reference depends ? " , " My experience indicates that this promotion to me increases a 10% the sales, you that thinks? " At the outset, to break the ice, we will begin with neutral open questions. We will continue with abiertas questions to obtain much data.
As we are obtaining data, we will position to the client with addressed open questions. According to we advanced we will be closing the questions to collect concrete data. In order to confirm, we will use closed questions. Finally, to close the sale, we will use closed questions directed. Chapter 5: Inquiry of the needs of the client listening activates active listening is the physical and mental effort to want to catch with attention the totality of the message that is emitted, trying to interpret the correct meaning of the same, through verbal and nonverbal official notice that the emitter realises and indicating to him by means of the feedback which we think that we have understood.