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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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About the Author


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
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