I love watching Columbo. Infact I’ll be curling up on the sofa this afternoon with a cuppa to watch it. I don’t care which episode it is. I don’t care if I have seen it 15 times already. I’ll still be glued to the TV

Even if you have only ever seen one episode you’ll probably know that Columbo often looks like he is going to leave his suspect in peace but at the last second comes back to ask ‘just one more thing.’

It’s a great technique and always gives him a vital piece of information.

As techniques go it is one that could prove invaluable to you too. Give it a go when you are next talking to a customer or prospect. If you ask one extra question you could end up getting the vital piece of information that will get you the contract, a larger order or establish a loyalty to you as a supplier that didn’t already exist.

 A lot of your competitors will stop asking questions when they have the basic information they need to establish that their product will do what the customer wants. They don’t delve any deeper.

With your Columbo approach to questioning you will be ahead of the game.

Why not give it a go and see what happens?

NB I’ll quite understand if you decide to ditch the raincoat and cigar.

Written by Julie Hayward

Julie Hayward

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