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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Welcome to Questioning Strategies Presenter: Brian Kavicky Sales Associate at Lushin & Associates, Inc.

Sales Questioning Strategies

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  • 1. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200Welcome to Questioning Strategies Presenter: Brian KavickySales Associate at Lushin & Associates, Inc.

2. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Ground Rules To be able to talk and ask questions, you must use theaudio code. To ask questions, either type the question or raise yourhand--you can do this at any time. This is a dynamic webinar. The more that youparticipate, the more relevant it will be for you. Following the webinar, please submit the feedback form. If you would like to know more about what we do and howwe can help, please let us know on the feedback form. 3. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200ContextYour value as a sales professional (and ultimately the amountof your commissions) is determined more by the amount ofinformation you gather than by the amount of information youdispense. 4. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Traditional ContextRole of Questions in Traditional Selling Find the need, do a needs assessment Figure out the product or service the client is likely tobuy 5. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Lushin ContextNew Context for Asking Questions Gather information About how the sale will be made Decision making process and budget Uncover the compelling reason to buy Find out what the prospect is really looking for Gain Credibility 6. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200Selling TodaySelling is Experiential How do we celebrate our childrens birthdays? When prospects discover why they need or wantsomething, the experience becomes real. 7. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 SmokescreensOur parents taught us to ask the wrong questions. 8. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Smokescreens 9. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200Questioning StrategiesThe problem the prospect brings you is never the realproblem.Rule of 3+Without knowing the real question and the reason forit, good answers can get you killed. 10. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Rule of 3+ It often takes three or more questions to clear away thesmoke The first two answers are intellectual in nature The third is an emotional response that reflects true intent Normally there is a compelling reason behind the realquestion 11. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 SurveyWhere does the train come off the tracks? 12. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200MindsetWhy wont we ask the right questions? Need for Approval Emotional Involvement Money Weakness Record Collection I must educate my prospect. I must answer all of my prospects questions. 13. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 RulesBad questions get you bad answers. Strong questions get you strong answers. 14. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200RulesThe one who is asking the questions has the control. 15. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200Questioning StrategiesTechniques Dummy Curve Gap Questions Reversing 16. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Dummy CurveThe curse of product knowledge and experience.A professional does what he did as a dummyon purpose. 17. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Dummy Curve Dummy Professional PhasePhaseSales AmateurPhase Time 18. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Gap Questions Create a gap between where the prospect is and wherethey think they should be Even more powerful if done in two parts 19. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Gap Questions Whats not happening that should be happening? What are you doing that you shouldnt be doing? How much do you think you are over paying? What kind of service are you getting? What should you begetting? 20. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 ReversingAlways answer a question with a question.If possible, soften it up a little. 21. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200ReversingStraight Reverses (to get a restatement of the question) What? Huh? Can you say that again? I didnt hear you Eh? Sorry, what? 22. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 ReversingOther Effective Reverses Start-Stop Lets pretend Self-talk 23. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Questioning StrategiesWhat answers are you not getting? What questions lock you up? 24. Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Questioning StrategiesQuestions? Fill out the feedback form following this webinar.