Advantages of Using
Amplification Questions
o
o
o
o
Checks for mutual understanding
Allows the salesperson to rephrase what the prospect appears to have
intended
Invites the prospect to expand or clarify any point of disagreement
Narrows down generalizations and clears ambiguities
Classification of Questioning Techniques
o
Internal Summary
(reflective) Questions
o
o
Getting Agreement
on the Problem
o
o
Repeat or rephrase part of the prospect's last
response
Gets prospect to see things from your
perspective
Can underscore an important point.
Formally state the problem
Confirm with the prospect
BENEFITS OF ASKING QUESTIONS
Before the
presentation
o
o
o
o
The goal of
fact finding questions
o
o
o
o
Agree that a need or problem exists
Agree to explore your proposal
Build prospect confidence
Keys your product's benefits focused on
specific prospect needs
Encourages active prospect participation
Determines the prospect's hot button
Determines the prospect's dominant buying
motive
Strengthens your relationship