“The biggest criticism of salespeople by customers is that salespeople don’t ask enough questions. Preplanned, practiced questions are arrow’s in the salesperson’s quiver. Good questions get the customer talking, elicit information, allow the salesperson to listen, and demonstrate to the customers the salesperson’s genuine interest,” says author Jeffery Fox.

Asking Too Few Questions

Asking too few questions can be a recipe for disaster. Building product reps can’t ascertain a problem unless they have enough information. Young product reps and those new to the industry might not ask enough questions. They think that asking too many questions is intrusive.

Building product reps should write questions down if need be. When making an architectural visit or AIA lunch and learn, a building product rep must be prepared. Writing down important questions is crucial to ensure success.

Architects Love to Talk About Their Projects

Architects love to talk about the buildings they design. There is no such thing as a dumb question. A building product rep should ask questions to better understand a project. Don’t assume anything.

Sometimes building product reps don’t ask questions because they don’t want to seem unqualified, they want to seem like the expert. A smart building rep asks questions and takes notes. A great building rep is also a great listener.

Lose the Ego

Demolish the ego to become a better building product rep. Egotistical, arrogant, and narcissistic product reps might be big sellers and get products specified left and right. However, they’re destructive behavior will eventually catch up with them. Nobody likes a blowhard except the blowhard.

Building product reps with big egos don’t ask questions, they think they have all the answers. In a previous blog, A Building Product Rep Credo, we discussed that product reps should treat their customers like friends. Friends have conversations. Conversations are started by asking questions.

Resistance Feeds on Fear

Who are the building product manufacturers that dare to be dumb? Some product reps might not ask their customers questions because they are afraid. What are they afraid of? Maybe appearing foolish, ignorant, or unqualified.

How do you train your building product reps to interact with design professionals? What questions do your product reps pose routinely for building projects?