Communication - Ask Questions & Listen

Originally Posted by Snowboy The objective of this would be to have the necessary skills to ask the appropriate questions and listen to the answers that will lead to a sale. What does everyone think?

Originally Posted by Jolly Roger I think good questioning and attentive listening creates an environment where the customer and the salesperson both benefit as the problems and solutions are identified and clarified.

If we were commodity selling we wouldn’t need to ask many questions at all – just tell the prospective client all about us and our product. But because we are building long-term relationships with our clients by providing solutions to their problems, the only way we can get there is by asking a lot of questions.

Questions also stops us from talking too much and tip the balance of the talking versus listening ratio in favour of listening – which is how we learn.

The type of questions we should ask will vary, depending on where we are in the sales process no matter what industry. Obviously the questions at the first contact will be quite different to the questions asked of a client we have had a relationship with for many years. However, there are still many questions to be asked at any stage of the relationship.

Originally Posted by Snowboy The type of questions we should ask will vary, depending on where we are in the sales process no matter what industry. Obviously the questions at the first contact will be quite different to the questions asked of a client we have had a relationship with for many years. However, there are still many questions to be asked at any stage of the relationship.

Originally Posted by Snowboy Neil Rackhams SPIN Questions are great to get more out of the customer. I am a big fan of Sharon Morgen and use alot of her work in my training of staff.

Originally Posted by Liberty The two programs are different but each fantastic in their own right.

Originally Posted by Snowboy I agree when you say "in their own right". I find that the SPIN thoery won't work in all sales industries and should be used with caution depending on the demographic of the buyer.

Originally Posted by Liberty SPIN is definately geared for the larger sale is that what you mean?

Originally Posted by Snowboy Yes - Sorry I should have ellaborated