I think that was a tune from Moloko from the late 90’s
But it’s also a habit that salespeople get into when customers ask them a question. They’re trained and instinctively they answer.
My thought for you is stop this and ping it back. Yes that’s right ping back the question to find out a little more behind the question.
Use:
- “May I ask, what made you ask that question?”
- “I’m curious to know why you asked that?”
- “That’s an interesting question, what drove you to ask it?”
This way you can establish a little more of your customer’s motivations and intentions, extremely valuable in establishing criteria and needs.
Ping it back…or was it a song by Enrique Iglesias?
