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Questioning Skills

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Critical Selling Skill - Questioning

Sales Questioning Skills: FACT
picture4.jpg 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.

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Buyer/Seller Relationship

82% Fail to differentiate themselves from competitors

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Sales Call Planning

99% Do not set the right objectives for sales calls

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Sales Questioning Skills

86% Ask the wrong question and miss opportunities

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Sales Presentation Skills

95% Talk too much and listen too little
 

Gaining Commitment

62% Fail to earn the right to ask for commitment

© 2012 The Sales Board, Inc.