Questions - Questions - Questions
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Good questioning allows you to identify clearly and to qualify early in the selling process. It can help you understand the current situation. It helps build rapport and opens up channels of communication. It helps you understand the decision-making process. Questioning enables you to find significant difference between your capabilities and those of your competition. Good questioning can uncover your competitors’ weaknesses and highlight your won strengths.
Questions
Open Control Confirm
Open questions cannot be answered yes or no or with a number. They usually begin who, what, where, when or how. They allow the customer to express himself freely:
“Tell me, what is causing this problem?”
“What is it going to take for you to solve this problem?
Write two examples of open questions you might ask?
Control questions allow the sales person to keep control of the subject matter being discussed. They might be closed questions where the only answer is ‘yes’ or ‘no.’ Control questions help the sales person to control the customer’s answer. First establish a friendly environment by asking open questions.
“What if there was a way to reduce the time in …………………………………………, how valuable would that be?”
“How important is it for you to control your costs ?”
Write two examples of control questions you might ask:-
Confirm Questions summarise the sales person’s understands of the customer’s situation. It lets the customer know that you understand the situation.
Questions Questions Questions - To learn more about this author, visit Colly Graham's Website.
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Kalena JordanKalena Jordan is the search industry’s first agony aunt, here to answer your tricky questions about search engines. Kalena is Co-Founder and Director of Studies at Search Engine College, an online training institution offering instructor-led short courses and downloadable self-study courses in Search Engine Optimization and other Search Engine Marketing subjects. She’s been marketing websites online since 1996 and blogging about search since 2002. For her full bio, view Kalena’s Linked In Profile. When not working, Kalena likes to go geocaching, hiking or fishing. She also plays a mean darabuka. - Visit Kalena Jordan's Website |
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Colly Graham Video - Colly Graham discusses Creating Customers on the Telephone -The importance of the telephone in selling is now well documented. This training DVD focuses on getting in front of more prospects by teaching the skill of telephone appointment setting. The workshop demonstrates the connection between daily activities, the sales cycle, and the number of sales necessary for a consistent flow of qualified appointments. Based on practical skills that get results fill your diary with qualified appointments.
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