Everyone in the sales training business is teaching salespeople that they need to ask more and better questions. They instruct you to use open ended questions. They give you some tricks to pull, like, “Tell me more” or “What happens then?”
Action Selling, on the other hand, gives you a questioning process and a map to follow. You can be strategic in your questioning while remaining completely natural. (See Action Selling’s Best Questions map.)
When you question customers skillfully instead of just gabbing at them, they appreciate it. Victor Younger, Manager of Special Services of Stuart Dean Co. in Cleveland, Ohio, says that one customer reacted to an Action Selling-trained sales rep’s new questioning skills by asking, “Have you gone to a training seminar or something?”
“You’re letting me talk”
Stuart Dean, the preeminent restoration and maintenance company in the United States, has so far trained more than 60 salespeople in the Action Selling process. Younger says that when his rep asked the customer why she thought he had gotten some training, her response was humbling but great: “Because you’re letting me talk, and you’re listening more.”
Everyone benefits from better questions. Here’s a partial list of what Action Selling salespeople realize once they’ve learned the best way to ask questions…
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).