Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 17

Using questions is an effective method for a salesperson to obtain feedback from a buyer. This statement applies to conversation between two people. For the next two days, try using questions in your conversations with other people and report on your results. These questions should reflect an interest in the person you are conversing with and the topic being discussed. Use of the words you and your should increase feedback and create an atmosphere of trust.
For example, you can use questions such as "What do you mean " "What do you think " and "How does that sound " in your conversation to have other people participate and to help determine how they feel toward the topic of conversation.
Asking people's opinions also can result in a positive response because they may feel flattered that you care about their opinion. Questions can help you guide the direction of topics discussed in conversation. Try to determine people's reactions to your questions and report your findings in class.