The Importance of Listening and Asking the Right Questions

We all know that listening is an important element of the sales process. You can’t learn anything while you’re talking. However, before you can listen, you need to get your prospective Customer talking. One way of doing this is to ask open-ended questions, then stop talking, and actively listen. Understanding your Customer’s motivations and desires for the project will enable you to propose a final project that aligns, or better yet, exceeds their expectations.  

The questions you ask will vary significantly based on the type and size of the project and other factors. You may think that most projects do not require a deep dive into the Customer’s motivations and desires. However, you can’t know that unless you make the effort. In addition, spending some time discussing their motivations helps make it clear that you are not in their home to simply take an order. You really do care. 

You probably already have a list of questions you ask every potential new Customer. These may include some of the following:  

However, in order to determine if there may be enhancements or changes to the project that will better meet the Customer’s desires, you need to go a step further. You need a deeper understanding of the homeowner’s motivations. 

Below are some suggested questions that may help. The list is not exhaustive nor is it in a particular order. However, reviewing it may help you develop your own list of deeper questions.  

Asking the right questions and listening with care can help you work with your Customer to craft a project plan that more closely meets their requirements while helping them take a step towards creating the home of dreams. And the additional effort can help you create another delighted Customer.