When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale.
This is commonly referred to as needs based selling.
The most effective way to find out about your customers needs, is to ask probing, open-ended questions.
An open-ended question does not allow your customer to give you a yes or no answer, it makes them explain to you what their needs are, and why they would need a particular product.
Here is an example, if you were a sales associate at a furniture store, and a customer walked in looking for a dining room set, an open-ended question you might ask would be:
Tell me about the particular type of pattern you are looking for, or simply put, tell me more about what you are looking for
This puts your customer in a situation where they cannot say yes or no, they must go into detail.
On a personal note . . .
Not to long ago, my wife and I were in a department store looking for a coat for me.
I spotted one that I like hanging on a discount rack. It was brown, with a removable liner, and a zipper that ran the length...
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