1. Mastering Questioning Techniques
Peter Rosenwald
Director
Chartered Developments
peter@chartdev.co.uk

2. What Can Questions do?
 Close deals
– Can you see any reason why we shouldn’t do this?
 Get you out of trouble
– You must have had a terribly bad experience to bite my
head off like that what happened?
 Lead people in the right direction
– Who likes chocolates?

3. Who Likes Chocolates?

4. I Want People Engaged with the Conversation
Rather than
intoTurn

5. A Typical Meeting with a Prospect
Meet Again PreparationFirst impression
Kick it off
Explain the practice
Winding up
Being nice
Gain agreement
For next action
Ball park
solutions
& fees
Recap
Questioning
in detail.
Get them talking
on the right
subject.

6. 7 Questions to Ask Yourself
 What is the need / problem
 Why is the problem a problem
 What outcomes/results do they want
 Which are the highest priority
 What solutions can we offer
 What result will each solution produce
 Which solution is best

7. Questioning Funnels
Problems appear
Wants or desired
outcomes
People start talking Catalyst questions
& chatting about their
situation or business
Other open questions
Detail & needs
priorities
Probing questions
Get nosey, ‘what
happened & why’
Create a want question
‘do you want to do
something about this?’

8. Architect of Needs
Question
A question, or a list
of questions to
uncover whether
any of the situations
exists
Service
Name of the
Service
Advantage
All the benefits that
anyone in any
situation could gain
from the service
Situation
What situation
someone would need
to be in for the
advantage to be of
value

9. Architect of Needs
Question
“I was hoping you
could tell me about
those key staff
members who you
think can have the
greatest effect on
profit and maybe
explain their
responsibilities?”
Service
EMI
Advantage
Focus on profit
Greater profit
> Business value
Loyalty
Less turnover of
staff
Lower recruitment
o Retains clients
o Less training
o Retains /
secrets
Situation
Managers don’t
focus on profit
Wants to sell
Falling profits
High recruitment
costs
Clients left in the
past or here is a fear
Wants to beat
competition
etc

11. Waltons the Motor Dealers
1. I was hoping you could tell me about those key staff
members who you think can have the greatest
influence on profit, and maybe explain their
responsibilities?
2. How will their jobs be influenced when you open
the new site?
3. How do they feel about this?
4. Can I bring you back to something you said about
Godfrey which was to get him to think more about
profit, can you explain that?

12. Waltons the Motor Dealers
5. So he doesn’t focus on profit?
6. But you’d like him to?
7. On another thought what would be the effect of
either of these two leaving and possibly going to a
competitor?
8. So, finding a way of binding them into Waltons and
focussing on profit is something you would like to
investigate?
9. And if anything could be done, you would want to
do so before you open the new site?

13. Building Catalyst Questions
(FLAG)
I was hoping you could tell me
(Two questions in one)
about those key staff members who you
think can have the greatest influence on
profit and maybe explain their
responsibilities?”

14. Open
 How
 What
 Why
And some people suggest
which, I think it’s a bit
weak

15. Catalyst Question
 Flags
– I was hoping you could tell me…
– Could you please explain…
– Do you mind just giving me an idea…
– I’d be interested to know…

16. A Fabulous Catalyst Question
 Out of interest I was hoping you could
tell me what changes you’ve recently
seen in the industry and how they are
affecting your business?

17. Conclusion
 Funnels
 Architect of Needs
 Catalyst Questions

18. Chartered Developments
Pete is responsible for Chartered Developments sales & marketing strategy, in
addition, he applies those skills in sales management. Pete began his career selling
office equipment in the 80’s before working in the City. He then started an
accountancy firm in the early 90’s before founding Chartered Developments in
1997.
Chartered Developments’ Services
• Lead Generation
• Data
• Win/Loss Surveys
• Email Campaigns
• Marketing CRM
• LinkedIn Consultancy
Please feel free to connect with me on LinkedIn
Or peter@chartdev.co.uk