I’d like to share part of a poem with you today written by Rudyard Kipling (1865-1936), English short story writer, poet, and novelist. By the way he was the first English writer to receive the Nobel Prize for literature. Among the tons of writing he produced in his lifetime was the beloved Jungle Book, made into a Disney movie in 1994. By now I’m sure you are asking yourself, “for the love of Pete, what does this have to do with selling?” My response…“everything.” Read the excerpt for yourself:

“I keep six honest serving men,

They taught me all I knew;

Their names are What and Why and When,

And How and Where and Who.

I send them over land and sea,

I send them east and west;

But after they have worked for me,

I give them all a rest.”

Rudyard Kipling

The Elephant’s Child, 1902

Although Kipling was in no way affiliated or aligned with the selling profession or salespeople, he recognized that asking questions was the best way for him and others to learn about anything and everything in life. 

The reason I’ve included his poem in today’s discussion is that it should be required memorization and application for all who call themselves salespeople. I say this after 40 years of observing sellers universally thinking their mission in life is to talk, talk, and talk until somebody buys something. Sorry Sparky, but that’s not the way it works. Here’s a Dougism to go with the Kiplingism: “You will question your way into many more sales than you will ever talk yourself into.”

Whether closed or open, questions are how you profile, qualify, and establish the needs and desires of your prospects and customers, regardless what product or service you are selling. Questions really are your best friend! Embrace them and thrive or your income will take a dive! 

If your sales or service team could use some help with these or any other communication skills, Robinson Training Solutions may be the missing piece at your company™. 

While you’re on my website, watch the short video clip of me conducting an inexpensive Google+ sales meeting with reps from the service industry, located in 6 separate offices spread over 4 different states. You might also want to sign up for my free newsletter and read some excerpts from my book, Sell is NOT a Four Letter Word.