How to Ask Better Questions

Showrooms are well served to establish set procedures and goals for when their sales professionals meet prospects for the first time. If the initial client meeting is in the showroom, the goals from this first interaction should be to understand what the prospect wants to achieve, the budget available for the project, and to establish trust and schedule a follow-up appointment. Asking the right questions and listening intently to responses are keys to achieving these goals.

It most instances, you are better served to ask open ended questions – questions that require more than a one or two word answer. For example, instead of asking a client what style they prefer, a better question may be to ask them to describe the style of their home. Ask to see pictures of pieces or fixtures that they love or reflect their style. Follow up by asking what about that style appeals to them. You can inquire about the type of research that the client has done to prepare for the showroom visit and the type of bath or kitchen that they prefer. Instead of asking a client what their goal is for this project, ask what their top priorities are for their renovation.

The same approach can be used to inquire about budgeting. Instead of asking, do you have a budget for this project or what’s the budget you have in mind, you can ask, “how did you determine the budget for your project?”

It’s okay to ask questions such as “what’s your timetable?” provided there is a follow up question that asks what challenges they have considered that would cause their project to stall. Other questions to consider:

• What were some of the best decisions you made when improving your living space?
• How do you feel about your current bath, kitchen, home?
• How will you determine the success of this project?
• What do you see as the biggest risks that you will encounter for this project?
• What are the best days and times to return to the showroom?