The difference between ‘telling’ and ‘selling’ is ‘asking.’ As buyers become increasingly resistant to ‘aggressive’ selling, questioning skills have become a key difference between average performers and the top performers.
Today’s competitive environment requires more than good interpersonal skills. Good salespeople are made, not born. They may have the inherent interpersonal skills and the ‘will-to-win’ but that must be matched by effective structures, processes and techniques. Sales Questioning has probably increased in importance more than most aspects of selling skills.
Salespeople are human. They develop good habits and bad habits. The good habits need reinforcement. The bad habits need to be realised and dealt with.
The sales force is arguably the most ‘expensive’ part of the workforce and yet is predominantly unsupervised at the point that matter most – with the customers. Skills need to be constantly refreshed and developed. As the future of the organisation often lies in the sales, new salespeople must become effective quickly. Investing in the skills of the sales force has greater return than investment in other areas of skills.
This intensive and practical course is the first in a course giving the key selling skills required. By using a course, skills are continually built.
Who Should Attend
All new and experienced salespeople.
Selling Skills (Sales Questioning) – Course Objectives
Participants will learn:
- to recognise the importance of questioning in advanced selling
- receive a refresher on questioning skills. These skills will be taken to a more advanced level
- to design questions for important situations and their current accounts
- a powerful sequence to change priorities and cause action
- to develop sequences to suit their personal style and current situations
- valuable questioning techniques to improve their control of a meeting
Selling Skills (Sales Questioning) – Course Outline
The Role Of Questioning
Reducing reservations and objections
Finding latent needs
Tailoring the presentation
Types of question and their use
Designing questions to uncover needs and improving the quality of responses
Avoiding the pitfalls
Protecting other persons ego
The G.E.T. Sequence™
How to ‘introduce needs’
Questions that convert ‘needs’ into ‘actions’
How to change ‘need’ priorities
Question Control Skills
The ‘Triple A’ sequence of handling questions
How to control digressions and the conversation flow