FORTUNE 500 COMPANIES
IMPROVEMENT IN CRITICAL SALES SKILL #3: QUESTIONING/LISTENING
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 FOR FORTUNE 500 COMPANIES
- The skill improvements in Fortune 500 were substantial and produced significant ROI from the investment in time to improve Questioning/Listening Skills.
- Questioning/Listening 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.
The Fortune 500 started with selling skills that were generally below the Universe. It appeared that Fortune 500 salespeople were not being trained in sales skills. Perhaps it is due to the perception that products and services from large companies do not require salespeople to add value to the sales equation…Fortune 500 products sell themselves rather than the salespeople.
Salespeople responded very well to the training and achieved certification levels in the critical selling skills. Their ability to apply the skills was off the charts (55% – 181%). Their average improvement in Application of critical skills of 106% was as high as it gets in this study. Every individual skill improved at a greater rate than the Universe.