Questioning Skills

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Asking questions is an important factor of the sales process, knowing when to use them and what to ask, can help draw out objections, solidify a relationship and ultimately win you the sale.

If a sales person goes into a meeting with questions flying all over the place, it shows confusion and the sales person to be unconfident.

However if they are properly set up the meeting (whether on the phone or face to face) and use skilled fact finding questions, the meeting will run smoother and the chances of a sale will be higher.

Types Of Questions

Sales training companies will teach that there are two sorts to ask, open and closed questions

  • Open

These start with the words such as What, When, Why, Where, Who and How (commonly known and the 5 W’s and 1 H).  They are intended for fact finding and designed to open up a prospect into conversation.

  • Closed

These can only be answered with a ‘yes’ or a ‘no’.  These can be very effective when you need to steer a conversation.

When To Ask Them

They is normally used in the early stages of the sales process to fact find.  They are also used to re-enforce points.  By probing and driving deeper into a question with another question, you can get a deeper level of understanding as well as more response from the prospect.

For example, if you have asked ‘What is it that your product is applied for exactly’ you can add ‘I see, so how exactly does that work’ followed by ‘Ah I see, so where do you feel the issue is with the….’

This example shows you are pushing more down a certain subject route (which you can leave and address later on) for example ‘just going back to a point you made earlier regards …..; when you mentioned….what would the result be’.

This is called jumping; you are jumping from point to point to steer the prospect around a little showing them you are interested and listening – but also you are in control.

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