Question Based Selling How the most powerful tool inbusiness can double your sales! Presented by: Jeremi Bauer
Telling• What most of us do!• Why we do it!• What the customer thinks!• What is the problem with it?• How do we do it differently?
Selling• What we should be doing• Why it is different• What the customer thinks• What is so good about it• How do we go about doing it
Leading the sale• More than one way to accomplish an objective• Asking permission to move forward• Open vs. closed ended questions• Mismatching• Hand-Push analogy
Gold Medals &German Shepards• What’s the difference• How do you motivate the buyer to action• Two C’s and one E wins every time
What makes people curious• Horse to water• Curiosity generators• Voicemail friend or foe?• Five strategies to make prospects curious – Provocative questions and statements – Partial information – Glimpse of value – Newness and exclusivity – Leveraging momentum
Establishing credibility in the sale• Consultants vs. Salespeople• Starting at Zero• Manage the scope of your questions• The narrower the scope the more credibility
The scenario!• Before we get started would you like to here a little about me and my company? (question 1)• How important is your __________ to you?• How many _______ do you currently ____________?• Is your top category of ______________________?• How much call do you get for ___________________?• Why do you think that is?• Where do you see ____________ in the next two years?• How do you feel about leading that charge?• How do you feel about us having the largest selection of ____________ in the _________________?
Strategic questioning is a process• Four types of questions in ascending order of value – Status – Issue – Implication – Solution
Soliciting more accurate feedback• Accuracy is the objective• Do you ask hopeful questions• Neutralize the disposition of your questions• Humbling disclaimers• Asking the hard questions
He/She who asks the questions hasthe power• The paradox of control• Answer a question with a question• The second law of Thermodynamics in sales