Selling Smart Workshop Series
Selling Smart Workshop:Questioning Technique – Asking the right questions                    Ruth Ann Church –            ...
Selling Smart Workshop:FormatWorkshop 9 – 10 am: Interactive Training Session Addressing Common ChallengesPanel Q & A 10...
Selling Smart Workshop Today:Questioning Technique – Asking the right questionsWorkshop : How educating prospects by askin...
Communicating Value   Do customers expect that we should be    asking or answering questions?   Why?
Communicating Value withQuestions
Break Out of the Mold   A Sales Pro Traditionally:       Knows it all, tells it all, convinces all.   Why is all this t...
The Dummy CurveSalespersonListens                  Time
Dummy Phrases   “Did you mean…”   “Tell me more about…”   “Help me…”   “I think I understand…”   “I don’t suppose…” ...
Nancy & the Seagulls
Rules   No buzzwords.   Don’t spill your candy in the lobby.   Don’t paint seagulls in your prospect’s picture.   Lear...
Learning to Ask Questions     Prospects are comfortable asking     Salespeople are comfortable answering     Many quest...
(More) Rules   No buzzwords.   Don’t spill your candy in the lobby.   Don’t paint seagulls in your prospect’s picture....
Reversing Insights 3+ Reverses to clear the smoke First two answers are intellectual 3rd is emotional Use softening st...
Reverses You Can Use   “You must be telling me that for a reason.”   “And you’re pointing that out because…?”   “Why di...
Soft, not evasive oraggressive   Begin all reverses with a softening statement.   Answer every question with a question,...
Use / Vary Softening Statements   “I’ll be happy to...”   “I’m glad you asked.”   “Good point.”   “I appreciate that q...
Softened Reverses “I’m glad you asked…and you must be asking  me that for a reason?” “Good point. And if we could provid...
Another Rule:Never answer an unasked question.
Questions Worksheet                             Educating With Questions Worksheet   One powerful method of conveying info...
Exercise – Pair-off   Review Reversing Worksheet   5 minutes – pair off   Practice 2-3 tactics   Partner provide feedb...
Lessons Learned   One takeaway   Can you use it?   On Business Card:       Questions –                “Q”       Speak...
Questions for the PanelOn break take a moment to write  questions for the panel about: The workshop The panelists applic...
Selling Smart Workshop:Questioning Technique – Asking the right questions                    Ruth Ann Church –            ...
Selling Smart Workshop SeriesMarch 6, 2013 9-11 amIdentifying Compelling Reasons for a  Prospect to Buy - PAIN Prospects ...
Selling Smart Workshop Series
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Selling Smart Workshop - Questioning Technique - Asking the Right Questions

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  • Thanks for investing this time I promise to get you out on time. Before I start: Confession—I ’m Joe Marr and I am a …..SM…there I said it! Another confession; I don ’t do sales training. [pause] I help people develop their own strategy and skill in use of a system and psychology to gain deeper trust relationships with other people—and the sales just happen. Everybody ok with that? Concerned about me trying to make a sale with you today—well you can relax about that. In fact I ’ll make all of you a promise. I promise not to sell you anything, if you promise not to try and buy anything. There’s plenty of fear out there, and I’m sure in some of your companies there’s some fear about making sales calls, and mostly because there is a fear about looking like a salesperson, I’ve also come to the conclusion that there is also a lot a fear about even acknowledging that sales is necessary.
  • Accidental sales is the rule- not exception
  • Accidental sales is the rule- not exception
  • Accidental sales is the rule- not exception
  • Thanks for investing this time I promise to get you out on time. Before I start: Confession—I ’m Joe Marr and I am a …..SM…there I said it! Another confession; I don ’t do sales training. [pause] I help people develop their own strategy and skill in use of a system and psychology to gain deeper trust relationships with other people—and the sales just happen. Everybody ok with that? Concerned about me trying to make a sale with you today—well you can relax about that. In fact I ’ll make all of you a promise. I promise not to sell you anything, if you promise not to try and buy anything. There’s plenty of fear out there, and I’m sure in some of your companies there’s some fear about making sales calls, and mostly because there is a fear about looking like a salesperson, I’ve also come to the conclusion that there is also a lot a fear about even acknowledging that sales is necessary.
  • Selling Smart Workshop - Questioning Technique - Asking the Right Questions

    1. 1. Selling Smart Workshop Series
    2. 2. Selling Smart Workshop:Questioning Technique – Asking the right questions Ruth Ann Church – Great Lakes T.A.A.C Craig Ward – FP Miller Co Joe Marr – Sandler Training Ann Arbor
    3. 3. Selling Smart Workshop:FormatWorkshop 9 – 10 am: Interactive Training Session Addressing Common ChallengesPanel Q & A 10 – 11 am Application Specific challenges in your business Anything
    4. 4. Selling Smart Workshop Today:Questioning Technique – Asking the right questionsWorkshop : How educating prospects by asking good questions makes for shorter sales cycles and deeper client relationshipsPanel Q & A : How Socratic questioning works, real-world
    5. 5. Communicating Value Do customers expect that we should be asking or answering questions? Why?
    6. 6. Communicating Value withQuestions
    7. 7. Break Out of the Mold A Sales Pro Traditionally:  Knows it all, tells it all, convinces all. Why is all this telling not a good idea? How will you know what they know?
    8. 8. The Dummy CurveSalespersonListens Time
    9. 9. Dummy Phrases “Did you mean…” “Tell me more about…” “Help me…” “I think I understand…” “I don’t suppose…” “You’re way ahead of me…” “Let’s review…” etc., etc.
    10. 10. Nancy & the Seagulls
    11. 11. Rules No buzzwords. Don’t spill your candy in the lobby. Don’t paint seagulls in your prospect’s picture. Learn all you can about your stuff—just don’t tell about it.
    12. 12. Learning to Ask Questions  Prospects are comfortable asking  Salespeople are comfortable answering  Many questions are smoke screensIf you are not sure:• Why the prospect asks a question, ASK• Of the underlying intent of the question, ASK• Of the importance of the question, ASK
    13. 13. (More) Rules No buzzwords. Don’t spill your candy in the lobby. Don’t paint seagulls in your prospect’s picture. Learn all you can about your stuff—just don’t tell about it. Your value as a Sales Pro is determined more by the info you gather than by the info you give. No mind reading. When reversed, a prospect will always redefine his question.
    14. 14. Reversing Insights 3+ Reverses to clear the smoke First two answers are intellectual 3rd is emotional Use softening statements
    15. 15. Reverses You Can Use “You must be telling me that for a reason.” “And you’re pointing that out because…?” “Why did you ask that just now?” “When you say you’re unhappy with… …what does that mean?” “Is that a big concern?” “If we could provide that, what’s the next step?” 3rd or 4th - “Like…”, “Which means…?”, “And…?,” “You’d like for me to…?”
    16. 16. Soft, not evasive oraggressive Begin all reverses with a softening statement. Answer every question with a question, but soften it first.
    17. 17. Use / Vary Softening Statements “I’ll be happy to...” “I’m glad you asked.” “Good point.” “I appreciate that question.” “I understand.” “That makes sense.” “A lot of people ask that.” “That sounds important to you.”
    18. 18. Softened Reverses “I’m glad you asked…and you must be asking me that for a reason?” “Good point. And if we could provide that, what’s the next step?” “I understand the question. But do you mind sharing why you asked it just now?” “That makes sense. And is that a big concern?” “That sounds important. And it’s important because…?” I appreciate your insight. And when you say you’re unhappy with… …what does that mean?”3rd or 4th reverse - “Like…”, “Which means…?”, “And…?,” “You’d like for me to…?”
    19. 19. Another Rule:Never answer an unasked question.
    20. 20. Questions Worksheet Educating With Questions Worksheet One powerful method of conveying information is to ask questions, the answers to which are the information you want them to discover. Rule: When you’re tellin’, you’re not sellin’. I don’t suppose … I don’t suppose being able to recover your investment in a year or less would have a major impact on your decision, would it? Follow an affirmative response with… How so? Let’s pretend … Let’s pretend that you could reduce your staff workload by 20%; would that be important? Follow an affirmative response with… Why is that? If I were to say … what would you say? If I were to say that you could eliminate several steps in your current process, what would you say? Follow an affirmative response with… Is there some reason you wouldn’t want to do that? … is that a fair statement? Significantly reducing the costs in this area would have a big impact on your operating budget. Is that a fair statement? Did we discuss …? Did we discuss the fact that there is very little training needed for the people who would operate the system? Follow an affirmative response with… And, your feelings about that are…? If I were to suggest (say)… what would you do (say, do, think)? If I were to suggest that you could fund the program within your current supply budget, what would you think?
    21. 21. Exercise – Pair-off Review Reversing Worksheet 5 minutes – pair off Practice 2-3 tactics Partner provide feedback, help refine
    22. 22. Lessons Learned One takeaway Can you use it? On Business Card:  Questions – “Q”  Speaking Opportunities – “S”  Contact me – “C” Raffle
    23. 23. Questions for the PanelOn break take a moment to write questions for the panel about: The workshop The panelists application of tactics Specific challenges in your business Anything
    24. 24. Selling Smart Workshop:Questioning Technique – Asking the right questions Ruth Ann Church – Great Lakes T.A.A.C Craig Ward – FP Miller Co Joe Marr – Sandler Training Ann Arbor
    25. 25. Selling Smart Workshop SeriesMarch 6, 2013 9-11 amIdentifying Compelling Reasons for a Prospect to Buy - PAIN Prospects buy for their reasons, not the salesperson’s reasons. In this session, we’ll examine how to identify a prospect’s needs emotionally and what motivates them to make buying decisions
    26. 26. Selling Smart Workshop Series

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