When you’re talking to a customer you probably want to get as much information as possible about them. This information can, of course, be used to improve the odds of closing a deal but also to collect data for future sales.
The SalesHunter’s Mark Hunter has shared one of his questioning methods with us, which will encourage your customers to talk more and give you more information. The gist is to ask short questions to get long answers. Things like “why?”, “how?”, or “can you give me an example?” work best. This will help you get the information you need.
Whenever a customer shares something with you, reply by asking short questions. This also shows that you value what is shared. Feel free to ask a lot of short questions because the first piece of information is often less important than the second or third one. The more your customers answer, the more valuable the information is that they provide.