Sales questioning skills

Originally Posted by JacquesWerth 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.

Jacques, how does that become part of the closing process? Is the questionnaire to be used in the qualifying stage or the demonstration stage?

Originally Posted by realtor Jacques, how does that become part of the closing process? Is the questionnaire to be used in the qualifying stage or the demonstration stage?

The questionnaire is used throughout the entire sales process.

Closing = Commitment. Commitment questions are asked with regard to every feature that is discussed. The accumulation of commitments culminates in the final commitment which salespeople call the "close."

Originally Posted by JacquesWerth The questionnaire is used throughout the entire sales process. Closing = Commitment. Commitment questions are asked with regard to every feature that is discussed. The accumulation of commitments culminates in the final commitment which salespeople call the "close."

Jacques describes this process better than anyone I've found - Gary adds insight and depth better than anyone I've found - I'm in a personal study of all of that and doing that for the past couple of years I'm improving.

My biggest stumbling block is me - getting in the way of myself by regressing to weakness and old habits that are not smart business and my lack of motivation which neither Jacques nor Gary can help.

BUT finding that the so called "close" is happening from the beginning to the end of a business relationship because of a commitment and clarity along every step of the way has been an illumination to me - that eye opening.

Originally Posted by JacquesWerth The questionnaire is used throughout the entire sales process. Closing = Commitment. Commitment questions are asked with regard to every feature that is discussed. The accumulation of commitments culminates in the final commitment which salespeople call the "close."

I'll put a questionnaire together immediately.

Originally Posted by MitchM Jacques describes this process better than anyone I've found - Gary adds insight and depth better than anyone I've found - I'm in a personal study of all of that and doing that for the past couple of years I'm improving. My biggest stumbling block is me - getting in the way of myself by regressing to weakness and old habits that are not smart business and my lack of motivation which neither Jacques nor Gary can help. BUT finding that the so called "close" is happening from the beginning to the end of a business relationship because of a commitment and clarity along every step of the way has been an illumination to me - that eye opening.

It does not take much motivation to sit down at your computer and start to write out your sales process questionnaire, customizing it for your product or service.

It does not take much motivation to print out the questionnaire.

It does not take much motivation to take the questionnaire out and start asking all of questions, including the commitment questions, and writing down the prospect's answers. Each time you use it you may discover new Conditions of Satisfaction that you can add to it.

Your questionnaire will guide you and your prospects through a highly efficient sales process - and your closing average will soar.

Originally Posted by Bulldog What are a few examples of "questioning skills"? Is that just a generic terms for knowing different types of questions?

Hi Bulldog,

a couple of really good books come to mind. "SPIN Selling" and "Secrets of Question Based Selling" by Thomas Freese.

(a lifetime of selling wisdom for the price of a full tank of gas)

Originally Posted by AZBroker This one drives me up a wall. It reminds me of conversations I've had with attorneys who tried to twist my words around.

Using clarifying questions is fine, I think, as long as they are used simply to clarify, rather than manipulate. Anyone who tries to twist someones words will:
a) Annoy the prospect
b) Probably not get the sale
Personally, I use clarifying questions, but literally to get them to confirm that I have properly understood what they want.

Xerox's formal training program PSS1 improved with age (PSS2 & PSS3). Ultimately, these evolved into SPIN (Situation, Problems, Implications, Needs-Payoff).

These were ultimately founded in the SR's ability "to ask questions, the answers to which would advance the cycle". So, out-of-the-gates, you need to rely heavily on your ability/willingness to listen to your suspects.

These training courses built on objection handling and emphasized rephrasing the suspect's comments (to prove you were listening, to ensure you understood, and to buy you some time).

All of this to say, it isn't a question of "questioning skills" per se, rather, it's understanding where/when ...

I'd seek out Huthwaite (who acquired rights to XLS) and see where they are with sales basics. OR, find a local training company which stresses these fundamentals. OR, find an ex-Xeriod who still has their sales training manuals!

Good luck & good selling!
Pat

I agree with Pat.
SPIN selling is one of the best of the " Needs Selling" systems that have evolved over the last sixty years.

While I'm at it, a few corrections:
1. "alternate of choice" ... no such thing ... it's "alternative choice" (sorry);
2. "re-phrasing" seems to have been attached erroneously to objection handling whereas it's actually a conversational way to ensure that you're understanding anything during the meeting (not just an objection);

Good luck & Good selling!
Pat