Questioning Skills
Asking intelligent
questions is a fundamental sales skill. But it's amazing how many sales
people are 'telling not selling'
 because they don't understand the basics of uncovering customer needs and introducing the appropriate features, advantages
and benefits.
If you've ever conducted a forecasting session
and been frustrated at the lack of progress in an account, you'll know exactly
what we mean. Often this lack of progress comes down to not asking the right
questions or selling the benefits
effectively.
If you feel your team could do with some
sharpening of their questioning skills, then its time for a boost.
Our programme is an interactive session
covering:
- Questioning Styles - When
and why we use them.
- Questioning Techniques - Factual,
probing, uncovering decision making criteria.
- Questions to avoid.
- Features, Advantages and Benefits - what's the
difference? How do we use them?
- Unique Selling Points - the only
thing you have to sell is the difference.
- Distinguishing between wants and needs.
- Moving up the sales ladder.
Your team should leave this session confident
that they are able to discover needs through asking intelligent questions and
then match features, advantages and benefits to those needs.
If you would like to discuss your requirements
further please call Jon Howarth on 01604 883541. |
