5 W’s with an H
The best way to find out what a prospect really needs is to ask the right questions. It is OK to ask yes or no questions, but you may be getting misleading or incomplete information. If you want to get the real answer ask questions that begin with Who, What, When, Where, Why and How.
Rudyard Kipling wrote about this in the poem with:
I keep six honest serving-men:
(They taught me all I knew);
Their names are What and Why and When
And How and Where and Who.
Profit from your Common Sense - Good Selling
Rudyard Kipling wrote about this in the poem with:
I keep six honest serving-men:
(They taught me all I knew);
Their names are What and Why and When
And How and Where and Who.
Profit from your Common Sense - Good Selling
Posted by Mark Weisberger at 3/14/2009 8:55 PM 
Categories: Common Sense Selling
Tags: sales training Selling Enterprise software sales professional sales
Categories: Common Sense Selling
Tags: sales training Selling Enterprise software sales professional sales
I look forward to hearing more of this
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Keep up the good work, have bookmarked this page.
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This has been a very insightful read!
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Really enjoyed browsing your site, will visit you again keep on posting new stuff, thanks alot.
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The right questions lead to the answers you need to know. The wrong questions lead you away from your goal.
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