Sales Skills #3
Questioning Skills
FACT: 86% of Salespeople Ask the Wrong Questions
Q: Why is this?
The Question is the number one tool salespeople have for managing sales calls but a majority have not been trained in this skill and/or do not know the importance of asking questions.
Open-Ended Questions are the best to ask. They encourage customers to talk about the issues they are facing. Asking open-ended questions also helps to build rapport within the relationship, allowing salespeople more opportunities to ask deeper questions; questions that address customer needs. It's surprising how many salespeople are poor performers when it comes to asking the right questions. Poor questioning skills:
- Lead to resistance in the form of Objections
- Don't allow product or company differentiation
- Lead to poor sales strategy
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