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Questioning
The document discusses effective questioning techniques for sales conversations. It notes that questions give control of the conversation, uncover customer needs, build rapport, and help gather information and leads. There are benefits to questioning such as qualifying prospects, selling solutions instead of features, controlling conversations, and handling objections. The document provides examples of open-ended, closed-ended, qualifying, and leading questions. It emphasizes the importance of preparing questions, listening, and taking notes. Sources for creating good questions include product briefs, articles, and job sites.
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Questioning
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- 2. Why do weask questions? - Gives you control of the conversation - Uncover and understand your customers needs - Build rapport with prospects and clients - Information gathering- Excellent resource in building your product knowledge - An additional source of leads - Helps you close the sale
- 3. Benefits of Questioning QUALIFY SELLNOT TELL – FIND OUT AND MATCH CONTROL – SOLUTION FOCUSED OBJECTION HANDLING – CLARIFY AND OVERCOME OBJECTIONS
- 4. Key Points InQuestioning Technique PREPARATION LISTEN TAKE NOTES
- 5. When do weuse questioning? Questions must be asked on EVERY call, callback and throughout the sales process Have your questions visible before EVERY CALL
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- 7. Open Ended Questions Egs: Inthe credit crunch, how do you see your company coping with xxxxx? What specific initiatives is your organization focusing on? In a specific area of xxxx, what would you like to see improved What issues of questions would you like to be covered during the panel debate?
- 8. Closed Ended Questions Egs: Doyou have the authority to decide? Based on our discussion do you see yourself being part of our conference? Are you aware of this event?
- 9. Qualifying Questions Egs: I understand,you are the VP of operations for xxx? Is the investment level of USD 5,095 within your budget? I believe you report directly to the MD? Would you need to seek approval from him if you would like to come on board for this conference? Or can you sign off on the ultimate decision?
- 10. Leading Questions Egs: Would yoube the best person to speak with, with regards to warehouse operations? If not, who would it be? Are you currently involved with strategy implementation in your organization? Is change management part of the plan in place? Apart from your department, who else would be looking into the various areas covered in the conference?
- 11. Probing Questions Egs: Are youbenchmarking your current strategy implementation policies against global and regional best practices? What is the situation like with regards to Investor Relations in your country? In your view when/how do you for- see Investor Relations Growth in your country?
- 12. Key techniques inincorporating a 2- way conversation - Initial Stage: Demand a list of possible smart questions from your producer which you can try out in your first 20-30 pitches. - Tone of voice-confidence & passion - Rapport building- keep abreast with the latest news happening around the region in connection with your product. Always ask intelligent questions that will encourage the prospect to open up and relay information about their current situations and opinions about issues relating to the product. - Always listen: you just might miss any buying signals if you oversell. Resist the urge to jump in if a prospect does not answer immediately. They are likely thinking about what they are going to say. - Sometimes its good to act “ignorant” while probing- but be smart about it to probe further into making them talk about themselves. “Pardon my ignorance, I have been speaking with several CFO'S from across the region, and they've told me that ….....what's the current situation at your end......”
- 13. Sources to CreateRight Questions
- 14. Product Sales Briefs EventBrochures Latest Articles – online magazines Practical approach – Job sites http://jobs.efinancialcareers.sg/job-4000000001037038.htm http://jobs.efinancialcareers.sg/job-4000000001032278.htm - Learn how to ask the right questions
- 15. References Producers / Managers/ Raj Anand Job Sites Sales Manual Salestrainingportal.com
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