1. The Secret Art ofAsking QuestionsThe make or breakaspect of selling
2. Critical Principals ofQuestioning Ask the wrong questions. Get the wrong answers. Ask smart questions. They think you’re smart.
3. Questioning Positions  Asking powerful questions will make prospects think in new ways.  What you ask sets the tone and the perception of the buyers.  What you ask determines their response.  What you ask makes or breaks the sale.  Your questions are a critical factor in the way your customers perceive you.
4. The Most ImportantAspect The most important aspect of making a sale is also a major weakness of every salesperson… Asking Questions.
5. Questioning Purposes  Qualify the buyer  Establish rapport  Create product disparity  Eliminate or differentiate the competition  Build credibility  Gain info of prospect and their business  Identify needs  Find hot buttons  Get personal information  Close the sale
6. Questioning Strategy Ask prospect questions that make him evaluate new information Ask need qualifying questions Question about productivity, profits or savings Question about company or personal goals Ask competition separating questions Ask questions that will make the prospect stop and think before answering Ask power questions to create a buying verses a selling atmosphere Write down responses…it shows you care and preserves your critical data for use later
7. Sample ThinkingQuestions Sales Training Questions  How many reps missed their annual goal last year?  What was the primary cause for missing their goal?  What plans have you made this year to correct this?  Do your reps have a personal development plan?  How does the company support the sales staff?  How much training did you budget last year?  How much do you wish you would’ve budgeted?  When training occurs what metrics are in place to measure results?  What do you believe are the areas of sales training essential for real success?
8. Power Question LeadIn’s What do you look for…? What have you found…? How do you propose…? What have you experienced…? What have you successfully used…? How do you determine…? What is the deciding factor…? What makes you choose…? What do you like about…? What is one thing you would improve…? Are there other factors…? How does your competition…? How has your customers responded to…? What would result if…?
9. Which Questions DoYou Ask Ask smart questions and they think you’re smart. Ask dumb questions…
10. The Right WayThe sale is yours for the asking; all you gotta do is ask for it in the right way.
11. Good Questions Good questions get to the heart of the opportunity very quickly--- without the buyer feeling like he or she is being pushed.
12. Crafting SuccessQuestions  The most critical part of selling in today’s competitive environment---skillfully crafting and asking smart questions.  What questions do you ask your prospects?  Are they canned or did you craft them?  Are they industry specific or are they the same from one industry to the next industry?  Let’s develop the best questions for success