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.
Sales training companies will teach that there are two sorts of questions to ask, open and closed questions
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.
These can only be answered with a ‘yes’ or a ‘no’. These can be very effective when you need to steer a conversation.
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. Questioning skills is an important part of selling, as Alan Sugar would tell you.
When looking for a sales training agency to help you with questioning skills, we suggest you compare quotes. All sales training companies set their own fees, so sales training prices will vary considerably.