86% of Salespeople Ask the Wrong Questions. The QUESTION is the professional salesperson's most important tool. It is used for engaging the prospect, building rapport, discovering needs, agreeing on those needs, taking the temperature of the prospect, managing the sales conversation and gaining commitment.
Poor questioning skills will lead to resistance. Without good questioning the salesperson talks too much and listens too little.
Selling is no longer about what you say or how you say it. It's about what you ask. At least one-third of Action Selling training is focused on learning how to Ask The Best Questions.
Questioning helps sales people "open" the sale. You can't "close" a sale until you've first opened it. Action Selling teaches salespeople to ask the right type of question during each stage of the sales process. And, it provides a Best Questions Map, so salespeople ask ALL of the right questions in every selling situation.
82% Fail to differentiate themselves from competitors
Sales Call Planning
99% Do not set the right objectives for sales calls
Sales Questioning Skills
86% Ask the wrong question and miss opportunities
Sales Presentation Skills
95% Talk too much and listen too little
62% Fail to earn the right to ask for commitment
Since Action Selling, I walk into every selling situation with a different mindset: I have a solid agenda. I don't waste anyone's time, including my own. And, it's easy to sell value with Action Selling. - Michael Marquez, Technical Sales, QUADNA…
A Quick Read That Will Boost Your Sales -- Guaranteed!
It would be funny if it weren't so tragic: By going over, around, or through a middle manager or two, maybe alienating them in the process, a salesperson gets in to see the ultimate decision-maker…