1 / 12

Better Sales Questioning Strategies

Better Sales Questioning Strategies. Julia King Tamang LERN P TACE P 2009. The importance of listening. Over 90% of today’s sales are made after the 5 th attempt. Only 10% of today’s sales people will go that far. --Sales Management Association. Sales questioning strategies.

karina-duran
Download Presentation

Better Sales Questioning Strategies

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Better Sales Questioning Strategies Julia King Tamang LERN P TACE P 2009

  2. The importance of listening • Over 90% of today’s sales are made after the 5th attempt. • Only 10% of today’s sales people will go that far. --Sales Management Association

  3. Sales questioning strategies • Open-ended questions & closed-ended questions • Open-ended can be answered with • Feelings • Attitudes • Beliefs • Philosophy • Opinions • Values • Closed-ended are answered with ‘yes’ or ‘no; or a specific fact

  4. Examples • Closed-ended • “Who is your current provider of ESL training?” • Open-ended • “How do you feel about your current provider of ESL training?” • What do you look for in an ESL training provider?

  5. Directive questions • Directive questionsare used when you want to guide the prospect to a response you want -- a yes or no answer -- to move both parties to a quick understanding. • For example: "Is a money-back guarantee on our product important to you?"

  6. Directive questions • The following two questions are extremely valuable • 1. "May I ask what you like the most about ...?" • 2. "Would it be fair to ask what you liked least about ...?"

  7. Two other kinds of questions • Information gathering • Open-ended • Probing • Confirming • Anxiety raising • What’s the cost of not taking action soon? • Are you confident that cutting the time in half will get you the result you want? • I have other clients that are having high turnover this year. Are you?

  8. Questioning strategy • Start the info gathering process with open-ended questions • If you have to ask a close-ended question, follow it with an open-ended question • Ask more open-ended questions than closed-ended ones

  9. You can develop a ‘personal questioning strategy list’ • Why should you have a list of questions? • They help you get control of the sales process • They help you maintain the prospect’s attention • They help you avoid rejection • They help you uncover opportunity and resistance

  10. You can develop a ‘personal questioning strategy list’ • They help keep you from talking too much • They help you discover buying motives • They help you discover the prospect’s personality and buying style

  11. The BEST questions • Keep the CLIENT talking, not you • Generate 3 pieces of data or more • “Can you say the top 3 things you hope will be accomplished with this training?” After you ask, restate what you heard so you can verify accuracy…or… “What if I capture our conversation today in an email and get back to you so we can be sure I have understood?”

  12. Creating your own questions list

More Related