Tags |
|
|
Links |
|
|
Casual Articles - Effective Questioning in Negotiation
There is a lot being written about these days regarding the "fall-out" in the mortgage industry, specifically in the subprime arena.Quite a bit of commentary as to the effects and affects of the related markets. I think that the answer to the
For example:
Closed - Can I help?
Open - How can I help?
Part OneThe miss conception is that it is the billions of ideas that pops into peoples minds all over the globe that make money. I don't want to be the bearer of bad news but very few ideas are worth the time it took for the thought to manifes
1. It gives you a better chance of answering the brief effectively.
2. It shows the client you care about their business.
3. The information you acquire and the way in which you interpret the information can really help you establish how interested the client is in buying from you.
4.It helps to establish rapport.
It is also a natural progression to listening. If you have truly listened and not re-loaded there may be a silence for a while. Initially this may seem like an eternity but you will get used to that and will become quicker to respond.
With all the information on board you can now make good sound judgements based on what was said and not said.
There are two types of questions that are regularly used in negotiation – open and closed. When you are in fact-finding stage you use many more open questions. They are ones that require a lengthy answer and are difficult for your client to just to say yes or no.
Open questions are inquisitive, showing interest in them and what they want. They use opening words such as what, who, why, how, where and when. Closed questions tend to open with was, were, are, could, did and is. It is amazing how one or a few words can change a question from open to closed.
For example:
Closed - Can I help?
Open - How can I help?
A
If you are looking for a franchise opportunity, the choice is mind-boggling. There are literally hundreds if not thousands of different types of franchise available for you to invest in, with the same variety in cost. Each has its own benefits and us
4.It helps to establish rapport.
It is also a natural progression to listening. If you have truly listened and not re-loaded there may be a silence for a while. Initially this may seem like an eternity but you will get used to that and will become quicker to respond.
With all the information on board you can now make good sound judgements based on what was said and not said.
There are two types of questions that are regularly used in negotiation – open and closed. When you are in fact-finding stage you use many more open questions. They are ones that require a lengthy answer and are difficult for your client to just to say yes or no.
Open questions are inquisitive, showing interest in them and what they want. They use opening words such as what, who, why, how, where and when. Closed questions tend to open with was, were, are, could, did and is. It is amazing how one or a few words can change a question from open to closed.
For example:
Closed - Can I help?
Open - How can I help?
Which product feature of yours is every buyer keen to know about? Which sales tool closes prospects instantly? Your price. Yet, despite the far-reaching consequences of a company’s pricing, I’m surprised at how little time small business owners spend
With all the information on board you can now make good sound judgements based on what was said and not said.
There are two types of questions that are regularly used in negotiation – open and closed. When you are in fact-finding stage you use many more open questions. They are ones that require a lengthy answer and are difficult for your client to just to say yes or no.
Open questions are inquisitive, showing interest in them and what they want. They use opening words such as what, who, why, how, where and when. Closed questions tend to open with was, were, are, could, did and is. It is amazing how one or a few words can change a question from open to closed.
For example:
Closed - Can I help?
Open - How can I help?
Many people sign up for affiliate programs with the hopes of making some serious money. They advertise a few places and then wait for the money to start pouring in. When it doesn’t, they blame it on the program and quit.I am convinced the o
Open questions are inquisitive, showing interest in them and what they want. They use opening words such as what, who, why, how, where and when. Closed questions tend to open with was, were, are, could, did and is. It is amazing how one or a few words can change a question from open to closed.
For example:
Closed - Can I help?
Open - How can I help?
Background checks are an important part of living in this day and age. There are several reasons background checks are conducted, such as safety reasons, employment reasons, and for the value that they can provide, based on their past. More and mor
For example:
Closed - Can I help?
Open - How can I help?
Also never assume that you know something. For example you may assume that they are not happy with price because they have not really wanted to commit to anything. Unless you ask questions you cannot know. You may want to ask a specific closed question to pin them down.
i.e. Is there anything I can do to help you decide to use us?
So much is down to interpretation and as we all channel information in and out in different ways you need to clarify things.
Remember the adage - never assume it makes an ASS out of U and ME.
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.casualarticles.com/article/31165/casualarticles-Effective-Questioning-in-Negotiation.html">Effective Questioning in Negotiation</a>
BB link (for phorums):
[url=http://www.casualarticles.com/article/31165/casualarticles-Effective-Questioning-in-Negotiation.html]Effective Questioning in Negotiation[/url]
Related Articles:
Backhoe Company's Real Secret Of Success
Oh No--Were They Trying To Be FUNNY?
Change Management and Competition for The Top
Bookmark it:
|