Questioning

Questioning is often seen as the MOST important for a sales person to have. As important as product or systems knowledge. Questions get at what the customer is looking for. After taking the group through the questioning curriculum, develop an exercise to reinforce those concepts. In small groups, have participants develop a line of questions for the customer, with the objective being to get maximum information from fewest questions. Then let each group demonstrate with a mock customer that has a specific need. Afterward, let the group debrief which questions got the best information. Many times going from general to specific is the best way to uncover information. Wishing you well!