Questions That Sell

How to Manage a Conversation Using Lock-On Questions

Now that you have learned how to focus on a customer’s emotions using the lock-on technique, you can begin to appreciate other ways it can be used. Many salespeople are wary at first about my system of questioning because they are afraid of losing control of the conversation. What they do not realize is that by asking the questions, they are the ones in control. Asking the customer questions gives you the power to direct the conversation, instead of simply presenting your product and hoping the customer becomes interested.

For example, Katherine sells clothing to department and discount stores, but she has been on the job only for a few months and has yet to have real success. She has spent ...