The James J. Hill Reference Library has chosen Glassdoor as its Business Web Site of the Week. Glassdoor was created in 2007 as a career and workplace community that anyone can use to find or anonymously share salary details about specific jobs for specific employers. Glassdoor can also be used to post or find detailed company and interview reviews describing life inside specific companies.

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Rick Farrell’s article Pain Locator Questions is on target in his fine examples of how to build rapport with questioning skills. I think you'll like it as much as I did.

Pain Locator Questions 
Since for all intents and purposes prospects could care less about you and your company, the pain locator questions are a great way to put all the emphasis and focus on prospects. These questions are an excellent tool to use to build rapport; create a long-term relationship built on trust and confidence; build a business case instead of just a product justification; and save time, energy and resources by quickly identifying your prospect’s problems, consequences, commitments, priorities and motivations to change.

The depth of these questions underscores the tenet that there are many ways to skin a cat. I have listed, obviously more than necessary, the questions you may use to gain insight and understanding of your prospects’ problems and pains. Generally 5-10 questions will suffice. When I have my clients in my training sessions list out all their own diagnostic questions, they can usually go no deeper than 2 questions, if that! The process of asking these in-depth questions is essentially alien to them. The beauty of these questions is that it forces you to do all the things that make a great salesperson: empathize, listen, demonstrate care and expertise, and most importantly, exude trust.

These questions are to follow when a prospect states a problem or a concern in their business. Your job as a salesperson is to understand the full extent of your prospect’s problems and help them understand if the timing is right for them to act on it.

When United Airlines pilot Captain Denny Flanagan, the subject of my Wow Factor Sends Customer Satisfaction Sky High post, read it and responded, he also revealed that it was his birthday, and that he had the following wish to share with all of our readers. I hope you’ll spread Captain Flanagan’s good word among your colleagues, friends, and loved ones, too. Happy Birthday, Captain Flanagan.
 

Dear Family, Friends, Workmates and Customers who I have flown through the Friendly Skies,