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Probing: Leading and Controlling with Questions
What: is a probe Why: do we use probes Questions are one of the most powerful weapons in a salesperson’s arsenal of procedures and techniques. Questions require a prospect to participate actively in the sale. Questions help us learn the prospects hidden wants and needs. Questions give us time to gain lost composure. We must become excellent question askers and effective listeners.

Sales Ignorance Is Oblivion
Sales ignorance - here are 10 quick ways to becoming a sales ignoramus.

How to Put Consulting into Consultative Selling
To describe a sales approach as "consultative" doesn't really explain it. It's a broad identifier, like saying someone is religious, which doesn't say what kind of religion. Saying you are a consultative salesperson is like saying you're in the category of "solution-oriented selling" vs. the category of "fast-talking carnival hawker." But that doesn't mean you know HOW TO DO it.
How Do I Know Which Sales Questions to Ask?
Many sales organizations will prepare lists of questions and hand them out to salespeople. You can even download lists of questions from many websites. The problem with that approach is that you still don't know what to ask when. It would be much better for you to prepare your own guidepost sales questions to fit your typical sales situations. Guidepost questions move the sales conversation the direction you want it to go. And it's always better to use a question to direct a conversation than an explanation.

How to use power questions that create an irresistible urge to buy with your prospects
Did you ever end up buying something that you did not know you wanted, and yet it felt the most natural thing in the world? Can you remember what the sales person said to you? Did it feel like they really understood you? Would you like to be able to get that same reaction from your customers? Read this article to learn how to woo your future customers the same way.
Possibly the Single Best Question a Salesperson Can Ask a Prospect in a 1st-Time Meeting
I have used the "challenge" question time and time again. It's never failed me. In fact, it's allowed me to help decision-makers solve key business issues that impacted their bottom line.
Increase B2B Sales by Managing Your Prospecting and Sales Ratios
Are you a B2B salesperson looking to increase your annual income goal? If you're responsible for generating new business, you need to track and manage (improve) your ratios. And the best way to start is by looking at a meaningful number... your desired income. From there we'll work backwards to let you know exactly how to make that happen.
Why Following Up To a Sales Meeting Could Give an Aspirin a Headache Unless You Do This One Thing
It's vital that you have a list of options for "next steps" when you go into a sales meeting, because once the meetings over, you might be doomed to eternal followup. Read on to discover ways to make your meeting end with clearly defined next steps.
How to Use High-Influence Sales Questions
The Best Questions are High-Influence. While there are many kinds of questions you can ask when selling, the kind that's most powerful is the least used -- and also the least understood.

Marketers – How Not To Sell Anything By Annoying Your Visitors
Ok you’ve worked hard at your web site and your products that you want to sell. You’ve got a steady stream of visitors but are still not selling anything. Are you annoying your potential buyers? How?
How Does Someone Actually Do Consultative Selling?
To describe a sales approach as "consultative" doesn't really explain it. It's a broad identifier. Saying someone is a consultative salesperson is like saying he's in the category of "solution-oriented selling" vs. the category of "fast-talking carnival hawker." But it doesn't tell you HOW TO DO it.

Sales Questions To Ask Prospects That Get Through To Their Bosses
What can you do when sales prospects seem interested yet keep stalling, avoiding commitment because they're not the only decision-makers? Asking the right sales questions is vital when their bosses are part of the decision-making process. Here's how to ask them, streamlining your sales prospecting process, saving time, and closing more sales.

How to Overcome Objections When You Don't Have All the Answers
I attended a training today on "How to Handle Objections" by the president of a major real estate franchise. The delivery was informal. He just asked us to toss him typical objections to see how he would handle them. By anyone's account, he is an outstanding salesperson, able to smoothly handle objections and further the sale...
Direct Sales Strategies- The Power of Commitment Questions in One-Call Close Selling
Perhaps the greatest secret to success in professional selling is the often preached, yet frequently misunderstood, use of commitment questions. I call it a secret for the simple reason that I have yet to encounter anyone with a specific understanding of the physiological mechanisms behind the use of commitment questions and how to most effectively use that knowledge to influence and persuade.
Direct Sales Strategies- More on The Power of Commitment Questions in One-Call Close Selling
By asking commitment question sequences throughout your presentation-- regarding your company, product, and your service-- when you ask a prospect the buying question at the end of the presentation it will allow them to compare prices against what they have convinced themselves that they want. This makes for a much easier decision.
What "Better Questioning and Listening Skills" Do Sales Reps Really Need?
I was having a chat with a business partner the other day about how sales managers often complain that their sales reps don’t LISTEN and ASK QUESTIONS very well. They present, handle objections, and close, but fail to engage and motivate. So in the end, they lose the sale.

Top Customer Sales Questions to Increase Profits in 2009
Some salespeople and managers think they’ll keep clients happy by not ruffling their feathers with uncomfortable questions — but customers can’t solve problems they don’t acknowledge. Here’s how to show clients the bigger picture by asking them the right kind of probing questions, leading them to a happy new year of booming business.

3 Sneaky Reasons that Sales Appointments End in "No Sale"
I went to lunch with a NuSkin rep recently. I love hearing network marketing (MLM) sales pitches because they are the perfect place to explore sales techniques. I’ve probably heard around 30 MLM “opportunity” conversations in the past couple of years. I’m struck by how often these conversations sound similar. Not the opportunity itself, but the way the reps present the opportunity...

How to Sell the Benefits of What You Sell - How Would You Answer - Why Should I Use You?
Forget having a fancy USP's. For most companies the best USP you can have is ensuring every member of staff can answer the question - "why should I do business with you?" This invaluable article shows you how to do just that.
Putting A New Spin On Selling
Here's a new spin on selling. You can use this to increase your sales in a down economy. Four new pieces to the selling puzzle - check it out.
Handling The Price Objection
Handling the price objection is no easy task for most professional salespeople. In fact most salespeople dread having to deal with it. Here are three practical ideas you can use whenever you're forced to respond to the price objection.

Selling Power 26
Selling power - learn what it is and while you're at it learn what the ultimate selling tool is too. It's something you use everyday. Master this and watch your sales take-off.
Best and Worst Questions for Salespeople to Ask
A recent HBR article contended that the very worst question a salesperson could as was, "What keeps you up at night?" I however, can think of much worse...
Only 11% of Salespeople Do This at the End of a Sales Call
How many of your salespeople will stay in a meeting where they think they're hearing all the right things and continue to ask questions?

Other sales questions Related Articles

Who's Asking the Questions Here Anyway?
What often happens on an initial sales call is the prospect asks the sales rep to justify themselves. Well, not actually in those words, but they ask the rep questions such as -- Describe what you do. What do you sell? Why should I buy from you? And other probing questions that not only put the sales rep in a defensive position, but puts the prospect in control of the meeting.
Are You Asking Provocative Questions
In selling, your ability to ask great questions is highly correlated with sales success. Great questions demonstrate your expertise and enhance your credibility. And, the best questions you can ask are highly provocative – ones your prospects can't possibly answer without seriously considering their business situation. So how do you come up with provocative questions? That's what you'll discover in this article.
Sales Interview Questions from a Sales Coach
I have posted interview questions for various sales positions below. These questions will be helpful when interviewing a sales professional of any level. Example position titles that these interview questions may be helpful for are: Sales Representative, Sales Executive, Account Manager, Account Executive, Sales Manager, District Sales Manager, Regional Sales Manager, Director of Sales, VP of Sales.
How to Increase Sales With Questions That Seek Greater Clarity to Gain Greater Specificity
Do you every ask dumb questions to move the sales process forward? If not, maybe this article may show you how dumb questions should be part of your sales skills and sales toolbox.
Key Account Sales - More Than Just Important Accounts
Over the last several months I have engaged in several on line disagreements about the importance of asking questions early in the sales process. More than one sales expert has claimed that asking questions violates trust. More than one marketing expert has claimed that asking questions is offensive.
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.
Information Versus Interrogation: The Three ‘I’s of Open-ended Questions
Every effective sales training course teaches sales professionals to ask their prospects open-ended questions. These are the questions that start with who, what, why, when and how. But when used incorrectly, they can make a needs analysis seem more like an interrogation. Demonstrate professionalism by using the 3 ‘I’s with open-ended questions.
Information Versus Interrogation: The Three ‘I’s of Open-ended Questions
Every effective sales training course teaches sales professionals to ask their prospects open-ended questions. These are the questions that start with who, what, why, when and how. But when used incorrectly, they can make a needs analysis seem more like an interrogation. Demonstrate professionalism by using the 3 ‘I’s with open-ended questions.
What questions should I ask when buying a business?
There are many questions buyers typically ask when thinking of buying a business that include the level of sales, qualifications and motivations of the employees, questions about landlord and suppliers. While these questions are helpful and appropriate, this article offers some more questions that will help in the decision of buying a business.

How Do I Know Which Sales Questions to Ask?
Many sales organizations will prepare lists of questions and hand them out to salespeople. You can even download lists of questions from many websites. The problem with that approach is that you still don't know what to ask when. It would be much better for you to prepare your own guidepost sales questions to fit your typical sales situations. Guidepost questions move the sales conversation the direction you want it to go. And it's always better to use a question to direct a conversation than an explanation.

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