TRANSITION FROM APPROACH
Components of a
good transition
often called a
"bridge"
Aim toward the
bridge
with your
questions by
o
o
o
o
o
o
o
o
Tell the prospect what you intend to do
Provide a logical agenda
Tell the prospect what you are doing
Planning questions in a logical sequence
Predict all possible answers
Prepare a smooth transition from each
possible answer
If I could show you a way to get get quicker, more reliable retrieval and
the gain in revenues would you like to see it?
If I could tell you a way to get get quicker, more reliable retrieval and
the gain in revenues would you like to hear about it?
Specific Questioning Techniques
o
o
Closed End Questions
Structured alternatives
Multiple choice
o
o
o
o
Open End Questions
Identify a topic but
do not provide structured
alternatives.
o
o
o
o
Uncovering specific facts
Reducing tension because they are easy
to answer
Maintain control by F