AGRICULTURE FINANCE INDUSTRY
IMPROVEMENT IN THE CRITICAL SALES SKILL #3: QUESTIONING/LISTENING SKILLS
QUESTIONING/LISTENING. Great listeners ask great questions. The best salespeople don’t just ask questions; they ask the best questions. These are the questions that allow you to develop a better understanding of the customer’s situation and demonstrate your sincere interest in the customer. Salespeople who do this the best, sell themselves to the customer. The ‘salesperson’ is the first buying decision that the customer makes. When it’s made in your favor the rest of the buying decisions become far easier to achieve.
REMARKABLE FINDINGS ABOUT QUESTIONING/LISTENING SKILLS IN THE AGRICULTURE FINANCE INDUSTRY
- Even though the Questioning/Listening skill improvements in the Agriculture Finance Industry were lower than the Universe they were great enough to produce a substantial ROI from the investment in time to improve Questioning/Listening skills.
- Improvement in this skill has implications on other critical skills such as Presentation Skills. I.e. If key needs are not uncovered with questions, presentations may not accurately hit the mark.
Even though salespeople in Ag Finance Industry started at a higher level than the Universe, they were hungry for sales training. Salespeople responded very well to the training and achieved high certification levels in all of the critical selling skills. Their ability to apply the skills improved drastically. This is an industry filled with salespeople eager to learn.