How much time have you invested lately to strengthen and improve your rep’s questioning skills? To be effective (and successful) today, sales professionals need to understand the critical importance of how questions move your selling process forward.
Talking about the steps of a sales call, you first lower your buyer’s resistance, then you ask questions, next present your solutions, close, then agree and set up your next contact.
Questioning is an effective bridge between each of these steps. After lowering your buyer’s resistance, asking “Is this a good time to talk about…” (and mention the reason you’re there) is a great way to segue from lowering resistance to asking questions.
After you’ve asked your questions and are ready to present, asking “Is this a good time for me to share some suggestions of how we might be of help to you? Is a great way to move from questioning to presenting.
After you’ve shared your ideas, you can then set up your close by asking “If this makes sense, would doing (your next suggested step) be the best way to get started?”
Questioning is a great bridge to connect each of the steps of selling. Think this is an area you can help strengthen within your team?
Join me as I share the importance of utilizing questions to connect each of your steps of selling…so you can sell even more!