Sales questioning skills

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

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

Yes-it is exactly that, as used by many.

Others, including myself, use the term with a different meaning: Knowing what questions to ask.

Both address the issue of the importance of questions in selling.

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

Here are a few examples I've come across:

Information:

• Who
• What
• Where
• When
• Why
• How

Precision:

• What exactly?
• How much?

Reflective:
So you're saying that...

Clarifying:
Are you saying that...?

Understanding:
Could you explain that further?

I think another part of questionning skills relates to knowing your product or service so well that you get all the information you need the first time.

I've had experiences where a sales person will come back from a call, all excited about an order for a widget. Then, you ask: do they want our brown widget or the blue one? do they want widget-light or the heavy-duty widget? what are they going to use the widget for?

If there are no answers, the rep is off on another visit or phone call. Bad form.

And, of course, one of the biggest questioning skills we all need to hone is learning how to listen.

Kathleen

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

The Information questions that Sales Guy bulleted are basically the same that journalists learn and are fundamental for the purpose of collecting data.

I think the question form he described as "Precision" are most adaptive to strategic selling. The reason I say that is those questions advance the sales conversation/interview which is critical.

I advise using extreme caution with "So you're saying that..." (Clarifying) or "Are you saying that..(Clarifying)

A lot of people do not like to have there own words reframed or even paraphrased in a conversation. In some cases they can become offended. You are better off asking them to tell you more (Understanding). And then continue to listen creatively. For instance, if you even study some of the discussions on a forum like this, you might find subtle changes in the tone of the conversation after such reframing takes place. Most people like to pride themselves on saying exactly what they mean.

I have a friend from Brooklyn who refers to that reframing as "The Anudder Woids Syndrome." He chooses to avoid it also.

Sales Guy left out Rhetorical Questions and we should thank him for that. I think they should be eliminated along with mayonnaise and mosquitos. But it's tough for anybody to do that.

Originally Posted by Gary Boye I advise using extreme caution with "So you're saying that..." (Clarifying) or "Are you saying that..(Clarifying)

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

These are the types of questions used, best that I've come up with (with a filter of sales)

1.) open ended
2.) alternate of choice
3.) involvement
4.) tie down
5.) bouce back

open ended: POWERFULL... designed and crafted, not off the top of your head questions. But ones that really either uncover pleasure or pain.

alternate of choice: I use this to set appointments. (which of these two will work best for you) or bragging about the objection up front. (ya know, most people i talk to usually either think one of three things. 1.) 2.) 3.) )

Involvement questions: Get them mentally and emotionally involved in your product being in their lives.

tie down: Over used in my oppinion, but if you design when and where you use them... those yes's have a critical effect in persuading people.

Bounce back: Answering a question with a question. (tom hopkins style is annoying) but i've found one use for this that works great, but i'll talk about that later

Im sure there are more, but again, thats the best i've come up with, in terms of TYPES of questions.

I didnt really get into how I like to use them, because my industry is so specific.. or take the time to craft the use of these questions to other industries, but like anything else... take the best, leave the rest

Jason

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

Hand in hand with questioning skills, are listening skills. You may have all the questioning skills but without active listening, I think questioning is a waste of time.

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

Originally Posted by tessa Hi Bulldog Hand in hand with questioning skills, are listening skills. You may have all the questioning skills but without active listening, I think questioning is a waste of time. Also I would suggest learning a questioning "framework" rather than what may appear as canned questions.

Attentive listening is listening with total concentration to understand with no waiting mental index of responses or overcoming-of-objections lines obscuring the words you should be hearing.

Necessary questions formulate themselves in the attentive listener. I'm not implying that one shouldn't study listening and questioning skills and techniques.