When you are in a conversation talking with a friend or family member and you ask a question off of the question they just asked you, they may often times think you are acting weird, impolite or creating an awkward situation. I do not blame people for thinking this way because I do as well and the majority of people that I know think the same thing. If we can push aside our fear of being seen as acting weird for 5 seconds then we can actually gain some meaningful conversation. If one was to ask you a question and you answered their question with a question, you are able to get more incite into what they really meant by asking the question. This often times creates clarity in the conversation and keeps all members of the talk being transperant with one another. This technique is shown in David Mattson’s book The Sandler Rules as Rule number 12: Answer a Question with a Question. Now if we apply this technique to sales it can be just as beneficial for both the client and the salesman. The key is to try and realize the intent of the clients question. By realizing their intent, a salesman can do a better job of knowing what the client needs and their by give them the proper product or service. When I first heard this rule I thought it would sound a little weird in a conversation, but after seeing it used in class I can see that this technique holds great benefit in a sales conversation.
BoweryJE22