TI: Asking Questions

One rule of thumb to remember when asking questions in the Initial is: shallow to deep.

Always start with a very easy, simple question, usually about their business - "what do you do here?", then naturally move into deeper questions - "why did you choose Qwest?".

A focused effort to do this will yield great results. You will find that the conversation flows much better and the customer is much more at ease. This enables you to maintain control of the meeting instead of having it taken right out of your hands by the customer who just wants to feel comfortable.

Ask easy, simple questions first, then move into more thoughtful, complex questions. Every customer will appreciate it and respond more favorably to you.