Using Questions Results in Sales Success
Ask Questions to
Obtain information from prospect.
Develop two-way communication.
Increase prospect participation.
o
o
o
Direct
Question
Nondirective
Question
Rephrasing
Question
Redirect
Question
o
o
Requires a short answer – usually “yes” or “no”.
Open end questions
Allows the salesperson to
better clarify what the
prospect means.
o Redirect prospect to
points of agreement.
o Often used as a
backup opening
statement
who – what - where when - how - why.
Are you saying that ….......?”
We agree that having a
supplier that can reduce your
costs is vital. Don’t we?
Three Rules for Using Questions
Use only those questions to which you can anticipate the answer
(those that won’t put you between a rock and a hard place).
Wait for an answer to your question. - Just listen.
o
IS THE PROSPECT STILL NOT LISTENING?
Quickly Hand or Show the Prospect the Product. – Ask A Question.
BE FLEXIBLE IN YOUR APPROACH:
Be Prepared To Make Changes in Your Approach and Overall Presentation
After the interview
o
o
o
o
The prospect should remember you in subjective terms.
Your goal in managing your overall appearance is to get the prospect
to take you seriously.
If you project an attitude and look of authority and power, you are more
likely to gain an audience with the prospect.
When you achieve that hearing, you are more likely to close the sale if
you project confidence, success and experience.