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Sales Questioning Tagged Articles



Five Questions Salespeople Need to Ask, but Rarely Do
Ask these 5 questions, and watch your sales soar

Other Sales Questioning Related Articles

Lesson #3: Question Convention
“The most important aspect of my personality, as far as determining my success goes, has been my questioning conventional wisdom, doubting the experts and questioning authority,” says Ellison. “While that can be very painful in relationships with your parents and teachers, it's enormously useful in life.”
The Art of Questioning on a Cold Call
Questioning in the sales process is so powerful when the technique is applied correctly. After you have grabbed the customer's interest with an opening statement, you need to ask questions to find out what the customer really wants. It is almost as if you have to do this in order to earn the right to talk to them about your product or service afterwards.

Powerful Questions to Impact Change
Questioning is one of the most common leadership tools. But, what is your intend when asking a question? Do you want to find out the progress status on a certain project? Or do you want to engage and motivate a team member to accelerate in their performance? Or is it both? Now ask yourself: How successful is your questioning in which situation?

Are you asking questions that make your customers & prospects THINK?
Questioning or probing as it is also known, is most of the most important skills you can learn when dealing with customers and one of the most powerful. The ability to ask questions that uncover important information about a customer’s needs, current supply and willingness to change is a strong characteristic of a ‘consultative’ sales approach.

Open, Leading and Closed Questions
In a selling environment where most good sales people appreciate the importance of discovering a prospect’s requirements, it is easy to take questioning skills for granted. Yet, questions that are crafted with strategic intent can uncover a myriad of secrets stored in the prospect’s mind.

Build your network faster with smarter questions
Networking can be a waste of time or it can be very profitable. What determines the difference? You - and how you approach the science of networking. To build a more profitable network you need to understand and master the power of questioning. Networking without good questioning is doomed to failure.

What should my sales team expect from a successful Sales Coach?
Successful sales coaching requires patience, a good ear, curiosity and of course the ability to provide individual sales people or sales teams with the right information at the right time. These relationships empower the recipients with knowledge and the confidence to maneuver themselves toward the right outcomes. Wisdom is knowledge applied. Therefore the sales coach prefers not to impart his wisdom directly, instead coaching the sales people or sales team to find their wisdom through their own questioning, answering and experiences.
Where is your inner six year old when you need them?
One of the biggest issues for sales people is knowing the right questions to ask customers. In our experience many people complain of not knowing how to structure questions, or knowing what type to ask and when to ask them. In fact, we have found that many people are often caught wanting in the questioning department and suffer from what we call ‘amnesia questionitis’. Why is this so? Why are so many people paralysed when it comes to the vital skill of questioning? If you have been around any children aged from 3-6 years old you will know that they do not suffer from ‘amnesia questionitis’. In fact they never stop asking questions. It has been shown that asking questions and seeking answers comes naturally to all of us and as children we excel in this area. They also excel at listening too.

5 Types of Questioning
Executive Summary There is no sense asking aimless questions. Sales reps must be responsible and ask questions that serve a specific purpose. They need to understand the type of questions they are asking, and the resulting information they can expect in return. Sales reps that can master the five types of questioning will be able to develop a detailed account of their buyer’s situation and the solution they desire.
Beginning Sales Tips: Start With The Customer
A good number of my clients and readers are emerging sales professionals. One of the biggest mistakes new salespeople make is to adopt a "push" mindset, which drives them to think first of presenting what they have to offer. A seasoned sales pro, though, knows the best approach starts with a customer-oriented mindset that leads more toward getting to know the customer (and her needs) through artful questioning....
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