Great salespeople listen twice as much as they talk. Great salespeople also learn how to ask questions.

When you want information, ask open-ended questions, such as:

• Tell me about (your project, your problems, your needs).
• Why did you call us?
• What is your biggest problem?
• What does a win look like?

Here are some questions we use at Grunder Landscaping Co.
What activities do you use your yard for now?

• As you imagine your landscape, what other outside activities would you like to include in your new design?
• Which kind of outside setting appeals to you:

• A feeling of enclosure? Outdoor “rooms”?
• A feeling of openness? A feeling of distance?
• Restful shades, textured leaves and muted colors?
• Dramatic shapes and bed lines and bright colors?
• Lots of shade? Lots of sun?

• What kinds of water features, walk surfaces and lighting appeal to you?
• Which kinds of outdoor things do you dislike or want to avoid? (Plants, colors, materials, settings, textures, bed shapes)

Asking questions is always a great way to “zero in” on what your prospect wants.

This week make it a goal to listen more than you talk.