Sales Training Courses On Questioning Skills
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Questioning skills are an important factor of the sales process, knowing when to use questions and what questions to ask can help draw out objections, solidify a relationship and ultimately win you the sale.
If a sales person charges into a meeting with questions flying all over the place, it shows confusion and the sales person to be unconfident.
However if a sales person properly sets up the meeting (whether on the phone or face to face) and uses 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 of questions, open questions and closed questions
- Open Questions
These are questions that start with the words 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 Questions
These are questions that can only be answered with a 'yes' or a 'no'. Many managers not to use closed questions however sales training teaches that closed questions are an important tool to steer a conversation.
When To Use Questioning
Questioning 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.
Sales Training For Questioning Skills
Sales training agencies can teach many points on questioning skills and expand on different aspects within questioning in the sales process. Also sales trainers will provide chance for role play to practice some of the core skills and help your sales team to really understand how to question and when to question.
If you would like quotes on questioning skills training, just fill in the form.
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