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Questioning Techniques – Getting The Most Out Of The Sales Interview By: Kym Turner
The absolute key to making sales is building Trust…Trust is not just something we should concentrate on a particular part of our process, say the beginning of our meeting, or just to the point of sale, but it’s really a continuum .....it's being evaluated at every step, upon every meeting, at every interaction by your clients/customers, so it's something we need to be very aware of at all times too!
People judge us continuously…and are always looking for trust signals…So we must ensure that every interaction ( face to face or any other) continues to demonstrate that you are providing great value in what ever product or service you are selling and that you are absolutely trustworthy!
The old saying is ‘cliché’ but nonetheless it’s true..”People don’t care how much you know, until they know how much you care”. So, we need to demonstrate genuine care (which is probably the most powerful trust building action we can take), and concern for them...and concern to provide them with what really is important to them!When we are meeting with a prospective or an existing client, it’s important that we focus on them…not us….
The truth is that trust is built much faster when the focus is on the client….helping the client to get whatever it is they are looking to achieve…and less time on us….the ‘us’ part will come later!
So, it’s important that we make the interview a “two way” experience…but more about them than us..
There are a number of components to a sales interview….Two key parts are the ‘Feeling Finding’ and the ‘Fact Finding’ process. Feeling Finding is all about what the clients are seeking from the solutions…the emotional aspects of providing great solutions and outcomes to the clients.. What’s important about the result, how will they feel about achieving the outcome..What difference the solution will make to them and their lives ‘emotionally’.
The ‘Fact Finding’ is important too….We can’t help them achieve the best possible outcome or solution if we don’t know all of the relevant facts.. So, we need to work on having sound questioning skills.
The are many types of questions which can be used during a sales interview, but the two major groups are:
Open; and Closed
Open Questions
These questions elicit information from the client and tend to begin with “what?”, “how?”, “where?”, “who?”, “when?”, and “why?” This style of question cannot be answered by a simple ‘yes’ or ‘no’. Open questions are the most effective question technique for gaining the ‘Feelings’ of clients.
Examples
“How do you plan to spend your time during your retirement?”
“What part of your lifestyle couldn’t you give up?”
“Why did you buy that widget?”
“What’s important about this new home, to you?”
'How do you feel about that?"
"What is it about that, that concerns you?"
Closed Questions
Closed questions lead to a specific and succinct answer, which in most cases is a ‘yes’ or ‘no’ answer.
Examples
“Are you currently working?”
“Do you like living in this neighbourhood?”
“What is the name of the company you work for?”
"What amount of money will you invest into this?"
So, it’s important to ensure that we build trust. We need to show them that we care about them as people, as well as a potential customer..We need to spend time understanding clients emotional goals as well as their facts.
Kym Turner is a 27 year plus veteran of sales & marketing success......Owning & running businesses; training, mentoring and coaching hundreds of sales professionals to Own & Run their own successful business! Sign up for Kym's newsletter today to receive the the latest ideas, information, knowledge and information about business and the business of internet marketing..at http://HomeNetBizSolutions.com
People judge us continuously…and are always looking for trust signals…So we must ensure that every interaction ( face to face or any other) continues to demonstrate that you are providing great value in what ever product or service you are selling and that you are absolutely trustworthy!
The old saying is ‘cliché’ but nonetheless it’s true..”People don’t care how much you know, until they know how much you care”. So, we need to demonstrate genuine care (which is probably the most powerful trust building action we can take), and concern for them...and concern to provide them with what really is important to them!When we are meeting with a prospective or an existing client, it’s important that we focus on them…not us….
The truth is that trust is built much faster when the focus is on the client….helping the client to get whatever it is they are looking to achieve…and less time on us….the ‘us’ part will come later!
So, it’s important that we make the interview a “two way” experience…but more about them than us..
There are a number of components to a sales interview….Two key parts are the ‘Feeling Finding’ and the ‘Fact Finding’ process. Feeling Finding is all about what the clients are seeking from the solutions…the emotional aspects of providing great solutions and outcomes to the clients.. What’s important about the result, how will they feel about achieving the outcome..What difference the solution will make to them and their lives ‘emotionally’.
The ‘Fact Finding’ is important too….We can’t help them achieve the best possible outcome or solution if we don’t know all of the relevant facts.. So, we need to work on having sound questioning skills.
The are many types of questions which can be used during a sales interview, but the two major groups are:
Open; and Closed
Open Questions
These questions elicit information from the client and tend to begin with “what?”, “how?”, “where?”, “who?”, “when?”, and “why?” This style of question cannot be answered by a simple ‘yes’ or ‘no’. Open questions are the most effective question technique for gaining the ‘Feelings’ of clients.
Examples
“How do you plan to spend your time during your retirement?”
“What part of your lifestyle couldn’t you give up?”
“Why did you buy that widget?”
“What’s important about this new home, to you?”
'How do you feel about that?"
"What is it about that, that concerns you?"
Closed Questions
Closed questions lead to a specific and succinct answer, which in most cases is a ‘yes’ or ‘no’ answer.
Examples
“Are you currently working?”
“Do you like living in this neighbourhood?”
“What is the name of the company you work for?”
"What amount of money will you invest into this?"
So, it’s important to ensure that we build trust. We need to show them that we care about them as people, as well as a potential customer..We need to spend time understanding clients emotional goals as well as their facts.
Kym Turner is a 27 year plus veteran of sales & marketing success......Owning & running businesses; training, mentoring and coaching hundreds of sales professionals to Own & Run their own successful business! Sign up for Kym's newsletter today to receive the the latest ideas, information, knowledge and information about business and the business of internet marketing..at http://HomeNetBizSolutions.com
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