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 IN THE TECHNOLOGY INDUSTRY
- The skill improvements in the Technology Industry were enough to produce a substantial 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.
The Technology Industry appeared to have made investments in sales training prior to their investment in this training. This is demonstrated by higher Pre-Sales Training scores in many of the 5 Critical Sales Skills. The key to any training, however, is how much knowledge gain occurs and how much of it transfers into the field.
Even though the Technology Industry underperformed the Universe in Knowledge gain and 8 Application of the Knowledge the overall improvement in skill gain is remarkable.