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From Conversations to Conversions: the Art of Asking Questions
The document outlines a webinar presented by Julie Thomas, focusing on the art of questioning in sales as part of the ValueSelling framework. Key topics include the importance of effective questioning techniques, types of questions to use during sales conversations, and the significance of active listening to enhance engagement and trust with clients. The session aims to help sales professionals improve their skills to better understand customers' needs and increase their success rates.
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Introduction by Julie Thomas, President & CEO. Engagement focus with social media handles.
Discusses the significance of questioning techniques in sales, improving win rates, and definitions of question types.
Highlights trust, rapport, and credibility in conversations. Introduces the O-P-C questioning process.
Explains open-ended, probing, and confirming questions with examples to enhance customer engagement.
Identifies reasons prospects resist change and introduces anxiety questions to create urgency.
Differentiates conversation from interrogation, emphasizing simple, direct questions and active listening.
Stresses preparation, conversational ease, effective listening, and the purposefulness of each question type.
Encourages creating probing questions and engaging with prospects through confirmations and interactions.
Offers resources for further learning and closing opportunities with contact information.
Announcement of a future webinar date focused on closing opportunities.
Closing thank you from Julie Thomas, reiterating the importance of simplicity in driving results.
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From Conversations to Conversions: the Art of Asking Questions
- 1. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® FromConversationsto Conversions:theArtof AskingQuestions Presented by Julie Thomas President & CEO September 17, 2020 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. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® Follow and engage with us! ValueSelling- Associates ValueSellingAssocValueSelling Associates @Valuselling #ValueSelling #VSAWebinar #KeepItSimpleDriveResults
- 3. © 2020 ValueSellingAssociates, 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 %71 31 of salespeople can converse effectively with senior executives Discovery.org Only % % © 2020 ValueSelling Associates, Inc.. All rights reserved. 55 report doing well and having revenue growth recognize that asking insightful questions is a required skill. ValueSelling Associates % Companies who
- 4. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework®© 2020 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
- 5. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® © 2020 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
- 6. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework®© 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® The O-P-C Questioning Process
- 7. © 2020 ValueSellingAssociates, 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
- 8. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Open Questions
- 9. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® • “Tell me about it…” • “What or how…?” • “Why is that…?” • “Share, describe, elaborate…” Examples
- 10. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Probing Questions
- 11. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® © 2020 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…?”
- 12. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Confirming Questions
- 13. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Examples • “What I am hearing is…” • “Let me play back…?” • “We have agreed that…”
- 14. © 2020 ValueSellingAssociates, 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
- 15. © 2020 ValueSellingAssociates, 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…”
- 16. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® © 2020 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?”
- 17. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® © 2020 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!
- 18. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® © 2020 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
- 19. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework®
- 20. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework®© 2020 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
- 21. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework®© 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Questions?
- 22. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® Go to valueselling.com > resources > webinars to download today’s slides At the end of today’s webinar
- 23. © 2020 ValueSellingAssociates, Inc. | Creator of the ValueSelling Framework® 23 A Checklist for Closing Opportunities This Quarter November 19, 2020 | 10:00 AM Pacific Save the date!
- 24. © 2020 ValueSellingAssociates, 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!