Sales Questioning Strategies

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Sales Questioning Strategies

  1. 1. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200Welcome to Questioning Strategies Presenter: Brian Kavicky Sales Associate at Lushin & Associates, Inc.
  2. 2. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Ground Rules• To be able to talk and ask questions, you must use the audio code.• To ask questions, either type the question or raise your hand--you can do this at any time.• This is a dynamic webinar. The more that you participate, the more relevant it will be for you.• Following the webinar, please submit the feedback form.• If you would like to know more about what we do and how we can help, please let us know on the feedback form.
  3. 3. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 ContextYour value as a sales professional (and ultimately the amountof your commissions) is determined more by the amount ofinformation you gather than by the amount of information youdispense.
  4. 4. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Traditional ContextRole of Questions in Traditional Selling• Find the need, do a needs assessment• Figure out the product or service the client is likely to buy
  5. 5. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Lushin ContextNew Context for Asking Questions• Gather information • About how the sale will be made • Decision making process and budget• Uncover the compelling reason to buy• Find out what the prospect is really looking for• Gain Credibility
  6. 6. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Selling TodaySelling is Experiential• How do we celebrate our children’s birthdays?• When prospects discover why they need or want something, the experience becomes real.
  7. 7. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 SmokescreensOur parents taught us to ask the wrong questions.
  8. 8. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Smokescreens
  9. 9. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Questioning StrategiesThe problem the prospect brings you is never the realproblem. Rule of 3+Without knowing the “real” question and the reason forit, “good” answers can get you killed.
  10. 10. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Rule of 3+• It often takes three or more questions to clear away the smoke• The first two answers are intellectual in nature• The third is an emotional response that reflects true intent• Normally there is a compelling reason behind the real question
  11. 11. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Survey Where does the train come off the tracks?
  12. 12. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 MindsetWhy won’t we ask the right questions?• Need for Approval• Emotional Involvement• Money Weakness• Record Collection • “I must educate my prospect.” • “I must answer all of my prospects questions.”
  13. 13. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Rules Bad questions get you bad answers. Strong questions get you strong answers.
  14. 14. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 RulesThe one who is asking the questions has the control.
  15. 15. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Questioning StrategiesTechniques• Dummy Curve• Gap Questions• Reversing
  16. 16. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Dummy Curve The curse of product knowledge and experience.A professional does what he did as a dummy—on purpose.
  17. 17. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Dummy Curve Dummy Professional Phase PhaseSales Amateur Phase Time
  18. 18. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Gap Questions• Create a gap between where the prospect is and where they think they should be• Even more powerful if done in two parts
  19. 19. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Gap Questions• What’s not happening that should be happening?• What are you doing that you shouldn’t be doing?• How much do you think you are over paying?• What kind of service are you getting? What should you be getting?
  20. 20. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Reversing Always answer a question with a question. If possible, soften it up a little.
  21. 21. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 ReversingStraight Reverses (to get a restatement of the question)• What?• Huh?• Can you say that again?• I didn’t hear you• Eh?• Sorry, what?
  22. 22. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 ReversingOther Effective Reverses• Start-Stop• Let’s pretend• Self-talk
  23. 23. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Questioning Strategies What answers are you not getting? What questions lock you up?
  24. 24. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Questioning Strategies Questions? Fill out the feedback form following this webinar.

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