Improving Sales and Service by Asking Good Questions

Tuesday, 01. 12. 2010  –  Category: Ranger Wireless Solutions

Imagine you are at a networking event and someone asks you what your company does.  If you work in sales or customer service, you likely have a good elevator speech that you can recite.  Inevitably, if the present company is willing, we go beyond the minute pitch and delve into certain nuances of our industry, the company’s history and product set we offer.

Before you know it, you have been talking for ten minutes about your company.  While you have educated those around you, the likelihood that your new contacts are any closer to purchasing your product than they were before you spoke is low.  In fact, they may have internally taken themselves out of consideration for your services based upon their perceptions of your business…

Breaking the Complacency of Knowing Your Product Too Well

Wednesday, 08. 12. 2009  –  Category: Ranger Wireless Solutions

We’ve all had an experience like this:  you walk into your favorite fast food restaurant and you go to order one of their value menus.  The server asks if you would like the medium or large meal, and you ask the harmless question, “What’s the difference between the two?”  With a blank stare and a serious tone in their voice, the server turns to you and replies, “Well, it’s the size.  Of the cup.”

As sales and customer service representatives, it is sometimes easy to get caught up in the expertise of a product—especially when your company has spent tireless hours and resources to train you on it.  We want to appear as experts to those we service, but sometimes this mentality causes us to disconnect…