The secret art of asking questions 4 11

The Secret Art ofAsking QuestionsThe make or breakaspect of selling

Critical Principals ofQuestioning Ask the wrong questions. Get the wrong answers. Ask smart questions. They think you’re smart.

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.

The Most ImportantAspect The most important aspect of making a sale is also a major weakness of every salesperson… Asking Questions.

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

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

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?

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…?

Which Questions DoYou Ask Ask smart questions and they think you’re smart. Ask dumb questions…

The Right WayThe sale is yours for the asking; all you gotta do is ask for it in the right way.

Good Questions Good questions get to the heart of the opportunity very quickly--- without the buyer feeling like he or she is being pushed.

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

The secret art of asking questions 4 11

by Corporate Care, Inc.

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