Sales questioning skills

Quote:

Originally Posted by tessa

Also I would suggest learning a questioning "framework" rather than what may appear as canned questions.

Do you have an example of this type of framework?

Except for SalesGuy's list of information questions most of the questions described in the other posts are manipulative and should only be used on Low Probability Prospects (LPPs). Since you shouldn't be wasting time with LPPs, you don't need them.

The most sophisticated and most effective questions are based on the last thing that the prospect said.

Quote:

Originally Posted by bridger480

Do you have an example of this type of framework?

I have written a "sales conversation" free email mini course on this.
This is the lesson/strategy on the framework for asking questions:
http://star-news.net/sales-conversation/lesson7.htm

Quote:

Originally Posted by Jomsom

Does anyone have referrence or source material for the different types of questions like SalesGuy posted?

I developed a methodology that is very effective to diagnose the sales environment, and have used in for many years to develop marketing, sales support and public relations programs. I call it the Sales Autopsy[sm] (click on the link) the article and checklist will guide you though using it for your sales scenario. Although it was originally written for technology sales (in other words, difficult to sell products), it works well for any sales situation.

There are other articles on my website that discuss how to develop marketing and public relations program to support sales - these techniques are compatible with solution selling and consultative selling methodologies. I actually took the Solution Selling training from Mike Bosworth many years ago. The vision creation and enabling solution are two concepts I still use to this day.

Here are a few more articles:

Sales-based Marketing Materials

Case Studies

Jeffrey Geibel
Geibel Marketing

That is a pretty decent article Jeffrey. Thanks for sharing.

Isn't "Sales Autopsy" registered to Dan Seidman (aka SalesAutopsy)?

Quote:

Originally Posted by Mikey

That is a pretty decent article Jeffrey. Thanks for sharing.

Isn't "Sales Autopsy" registered to Dan Seidman (aka SalesAutopsy)?

I service marked [sm] the term back in the 80's, and the registration is current - can't speak for anyone else.

Quote:

Originally Posted by Consultant

I service marked [sm] the term back in the 80's, and the registration is current - can't speak for anyone else.

Not that you're asking or anything but for your own protection you might consider registering the service mark with the United States Patent and Trademark Office. Right now only Dan's mark is showing up in the database search.

you should only clarify and restate if it is an objection. you shouldn't use this technique for "fact finding".

also great book for you all to read if you haven't yet........."how to master the art of selling" by Tom Hopkins

Thanks for the suggestion Jim. Asking questions as with other sales skills takes some practice and you need to personalize it with your own personality. Some people can prosper with asking certain specific questions whereas another person may not be so lucky and it may backfire of him or her. Of course the key here is to build rapport with your customers.

Quote:

Originally Posted by salespro929

Thanks for the suggestion Jim. Asking questions as with other sales skills takes some practice and you need to personalize it with your own personality. Some people can prosper with asking certain specific questions whereas another person may not be so lucky and it may backfire of him or her. Of course the key here is to build rapport with your customers.

Asking the right questions is easy, if you develop a questionnaire for each of your products and services. That way, you can write down the prospect's answers, which should become a part of your closing process.

You can either "build rapport" or develop a Relationship of Mutual Trust and Respect. Which one do you think will maximize your closing average?

Sales questioning skills

Sales Interview Forum