Josiane Feigon, Author of Smart Selling on the Phone and Online
QUESTIONING: BUILDING TRUST, ONE QUESTION AT A TIME
Questioning takes courage, instinct and tremendous risk. Strong questioning skills can immediately capture control of the call and lead a sale to close. Today’s prospects have lost patience with vendor questions—they are tired of the same questions and annoyed with outdated sales tactics. Too often, unskilled or poorly trained reps either don’t ask enough questions, waste time asking meaningless questions of the wrong people, or put prospects in a headlock with a barrage of questions that sounds like an interrogation.
In this module, we’ll explore the art of questioning in depth, teaching you to use your questions to gain important information painlessly, probe deeper to uncover hidden needs, and to guide the prospect through the call with a strong plan.
You’ll learn tools and tactics to help you:
• Understand the order, strategy, style, formulation, and criteria of effective questioning
• Differentiate between telling and selling
• Organize your questions using established qualification criteria
• Learn analytical questioning skills and focus on formulating questions that get the answers you need