Asking question uncovers the prospect's pains, wants and desires.
The great loan officers asks tons of questions. A great doctor asks tons of questions.
Questions put you in control, and give you a clear picture of the members needs.
I love questions.
Most salespeople don't go far enough with their questioning. Its not just about open versus closed questions. You need to take it further. Find out how they want to use your services in detail. Find out what excites them. Find out what they are afraid of. Find out the one or two important things that are driving them to make the purchase or the loan.
Asking questions offers the potential to increase rapport and build stronger bonds faster with your members. When you ask a person what is important to them, they feel more known and understood by you as they answer.
Members want to be heard, asking questions helps you make your member feel heard.
Hear your members, asks careful, friendly, but probing questions.
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