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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.

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Better Sales Questioning Strategies

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  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

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