16 Feb Learn how Xerox beat the rest by asking the right questions in the right way…
When it comes to securing existing or future business with your customers then the questions you ask is fundamental to your success.
When you ask your customers both ‘happy’ and ‘sad’ questions you build value.
Both kinds are needed, and you can learn how to ask both.
If it’s easy for an 8-year-old to see there are two types are questions – ‘sad’ and ‘happy’ ones, then so can you, and you can learn to use both, build value and sell more. Many companies around the world ask both sad and happy questions when talking to customers and have increased their sales as a result, and so can you.
Xerox proved that asking the right questions works in Newcastle, Tyne & Wear. This Xerox sales office of 35 people was ranked 16th out of 17 Xerox offices across the UK.
When they introduced this new way of asking, they jumped to 5th best.
Only 6 months later they were ranked 1st in the UK and had doubled their sales conversion rate.
They only lost the top spot when all the other teams were also trained to ask happy and sad questions in the right way too.
Asking in the right way clearly works.
These questions form part of a well proven framework that has also delivered results for the likes of IBM and Honeywell. Worth trying don’t you think?