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VSA Webinar: Open Probe Confirm

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In this complimentary webinar, learn valuable questioning techniques to improve your effectiveness in prospecting. Julie Thomas, president and CEO of ValueSelling Associates, provides an action plan on how to use the O-P-C questioning process to increase interest and engagement with prospective clients.

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VSA Webinar: Open Probe Confirm

  1. 1. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Deepen Your Sales Relationships by Changing the Focus from You to Them Presented by Julie Thomas President & CEO May 14, 2019 This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. Thank you for joining us today. We will be getting started shortly. In the meantime, please share the location that you’re joining us from. Submit your answer in the Q&A window.
  2. 2. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Follow and engage with us! ValueSelling- Associates ValueSellingAssocValueSelling Associates @Valuselling #ValueSelling #VSAWebinar #KeepItSimpleDriveResults
  3. 3. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 3 Win more business faster without compromising on price May 29 & 30| San Diego ValueSelling Framework Public Course
  4. 4. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® the “Star Performers” talk/listen ratio Gong.IO of sales reps are not going to make quota HubSpot 4046%-54%46% 54% of sales reps talk too much Sirius Decisions % 31 of salespeople can converse effectively with senior executives Discovery.org Only71 % % © ValueSelling Associates, Inc. 2019. All rights reserved.
  5. 5. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® • Identify the key reasons good questioning techniques can improve your effectiveness • Reverse engineer the customer buying process to improve your win rate • Define the four types of questions used in the ValueSelling Framework® • How to craft questions specific to your sales situations • Leverage active listening as key to your response What we’ll learn today
  6. 6. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Channeling a few smart people
  7. 7. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Effective Dialogue IT’S ALL ABOUT … • Trust and rapport • Establishing ourselves as “relevant” • Credibility • Focus on the other side of the table…not us • And…It’s the only way that we will learn • Engage, don’t pitch
  8. 8. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® The O-P-C Questiong Process
  9. 9. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Probing Questions Closed ended questions that will result in a yes or no answer. They are used to surface information not offered up in the open ended questions. Open-Ended Questions Designed to surface customer’s view of current conditions. Confirming Questions Verifies shared understanding and confirms what we heard the customer say. How to engage with O-P-C
  10. 10. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Open Questions
  11. 11. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Examples • “Tell me about it…” • “What or how…?” • “Why is that…?” • “Share, describe, ellaborate…”
  12. 12. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Probing Questions
  13. 13. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Examples Problem Probing: • “Is it because…?” Solution Probing: • “Are you considering…?” Value Probing: • “What is the measurable impact of…?” Power Probing: • “Does anyone else…?” Plan Probing: • “Do you have a date in mind…?”
  14. 14. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Confirming Questions
  15. 15. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Examples • “What I am hearing is…” • “Let me play back…?” • “We have agreed that…”
  16. 16. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® • The prospect has not recognized a reason to change from either a competitive offering or status quo • The prospect envisions a solution that does not include you • The customer has not discovered that acting NOW is critical to his or her success – no urgency Anxiety Questions
  17. 17. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Examples • Utilize research • Leverage experience • Begin with the end in mind • Be provocative or challenging • “What are the consequences of…”
  18. 18. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Conversation vs. Interrogation • Not rapid fire questioning • Respond to actual answer • Toggle between open and probing questions – “Why?” – “Why not?” – “Can you tell me more about that?”
  19. 19. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Ask better questions • Easy to ask, easy to answer • No compound questions – keep it simple • No “ask, then answer” • Ask, then drink!
  20. 20. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® The keys to success • Preparation • Execution must be conversational and natural • The number one key to success lies in your ability to listen and understand… – Open questions give your prospect a platform to be heard – Probing questions must be relevant and purposeful – Confirming questions not only demonstrate that you have listened but can also be trial closes – Anxiety questions can be used to open a new path
  21. 21. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  22. 22. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Your Action Plan • Create specific probing questions for your next sales call • Harder than an open ended question • Focus on the Prospect • Use open questions to bring them into the conversation • Confirm • Execute and listen
  23. 23. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Questions?
  24. 24. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Go to valueselling.com > resources > webinars to download today’s slides At the end of today’s webinar
  25. 25. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 25 Beat the Competition: Differentiate on Value June 18, 2019 | 10:00 AM Pacific Save the date!
  26. 26. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 26 Win more business faster without compromising on price May 29 & 30| San Diego ValueSelling Framework Public Course
  27. 27. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Thank you! • Keep it simple. Drive Results. Julie Thomas +1 858 759 7954 julie.thomas@valueselling.com in/julieathomas ValueSellingAssociates Thank you!

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