Questioning skills in taking a brief
How good are your questioning skills?
When taking a brief, you need to be able to ask "open-ended" questions in order to get a deep understanding of the customer or prospective client’s decision making process when hiring.
I found a nice American sales trainer Barry Rhein’s promotional video tha you might like to try for yourself.
He sets a "sales challenge" which describes a classic sales skill set as:
- Information gathering
- Creating customised value
- Relationship building
Try the four steps on his video and see how your questioning skills match up….. it’s a good summary that works in our industry.