IMPROVEMENT IN CRITICAL SALES SKILLS #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 CONSTRUCTION INDUSTRY
- Application skill improvements in the Construction Industry were significant and produced sizable ROI from the investment in time to improve Questioning Skills.
- Questioning Skills improvement has implications on other critical skills such as Presentation Skills. I.e. If key needs are not uncovered with questions, presentations cannot accurately hit the mark.
Salespeople responded very well to the training and achieved certification levels in all of the critical selling skills. Dramatic Application gains were made in Sales Call Planning, Presentation Skills and Gaining Commitment. Even though the overall gains in Application were 73%, they fell well below the Universe at 86%. The Construction Industry can benefit from more practice using these critical selling skills.