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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.
I was reading an article by Peter Murphy on "5 Good Ways To Start A Conversation" and his point about asking open-ended questions seemed appropriate to sales interviews.
Does it feel awkward when you ask prospects questions? You ask a question and the prospect just kind of looks back at you. At best they may grunt and nod.
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Colly Graham
(Visit Colly's Website)
Colly Graham CEO of salesxcellence After
graduating from college, Colly entered the
field of accountancy however after five
years decided to change his career
direction in sales. First working for a
Fortune 500 company in fast moving
consumer goods, his career progressed from
selling capital equipment, financial
services to internet services, with a wide
management experience in both telephone
and field sales, concentrating on the
recruitment, training and development of
sales people, in this role he gained
experience in designing and building a
number of successful sales teams. Colly
brings thirty years of practical
experience of selling and his ability to
empathize with sales people and establish
immediate rapport and credibility as a
trainer, (the accolade Colly receives from
most sales people is “that he has carried
the bag”). A licensed practitioner of NLP
Colly trained with Richard Bandler in
1998. When I entered the field of sales,
back in 1969, with local franchise holder
for Pepsi Cola because of my lack of
knowledge of any selling skills I set a
goal, to one day, start my own training
company. As my career in sales progressed
becoming a sales manager, group
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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