Never quit asking relevant questions! Obviously, questions are pertinent and essential during the qualifying phase of a sale. However, questions are still valuable tools during all phases of the selling process. For instance, questions during the presenting process clarify statements, determine desires, draw out objections, and direct the conversation. Questions also show concern and help gain agreement on important points.
The term “Humanistic Selling” suggests selling in which the salesperson acts as a skilled consultant for the prospect, asking questions to determine the prospect’s needs and then using that information to select the best product or service for those needs. Therefore, “Humanistic Selling” is a corresponding exchange of information that the customer helps direct and therefore keeps your customer in a comfort zone. The customer’s needs become central to the selling process.