Selling Skills - Sales Questioning
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Selling Skills course, please contact us:
Tel: + 44 (0)1789 734343 or email us at
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The difference between ‘telling’ and ‘selling’ is ‘asking.’ As
buyers become increasingly resistant to ‘aggressive’ selling,
questioning skills have become a key difference between average
performers and the top performers.
Overview
Today’s competitive environment requires more than
good interpersonal skills. Good salespeople are made, not born.
They may have the inherent interpersonal skills and the
‘will-to-win’ but that must be matched by effective structures,
processes and techniques. Sales Questioning has probably increased
in importance more than most aspects of selling skills.
Salespeople are human. They develop good habits and bad habits.
The good habits need reinforcement. The bad habits need to be
realised and dealt with.
The sales force is arguably the most ‘expensive’ part of the
workforce and yet is predominantly unsupervised at the point that
matter most – with the customers. Skills need to be constantly
refreshed and developed. As the future of the organisation often
lies in the sales, new salespeople must become effective quickly.
Investing in the skills of the sales force has greater return than
investment in other areas of skills.
This intensive and practical course is the first in a course
giving the key selling skills required. By using a course, skills are
continually built.
Who Should Attend
All new and experienced salespeople.
Duration
1 Day
Selling Skills (Sales Questioning) - Course Objectives
Participants will learn:
learn to recognise the importance of questioning in advanced
selling
receive a refresher on questioning skills. These skills will be
taken to a more advanced level
learn to design questions for important situations and their
current accounts
learn a powerful sequence to change priorities and cause action
develop sequences to suit their personal style and current
situations
learn valuable questioning techniques to improve their control of
a meeting
Selling Skills (Sales Questioning) -
Course Outline
The Role Of Questioning
Reducing reservations and objections
Demonstrating interest
Finding latent needs
Tailoring the presentation
Questioning Structure
Types of question and their use
Designing questions to uncover needs and improving the quality of
responses
Avoiding the pitfalls
Delicate questions
Protecting other persons ego
The G.E.T. Sequence™
How to ‘introduce needs’
Questions that convert ‘needs’ into ‘actions’
How to change ‘need’ priorities
Question Control Skills
The ‘Triple A’ sequence of handling questions
How to control digressions and the conversation flow
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