Not all questions are created equal. Learning how and when to utilize different types of questions and questioning techniques will mean the questions do the heavy lifting for you. You need to think: work smarter, not harder.
Qualifying is the blueprint of the sale and the foundation of the sales process, and yet what we find when sales people qualify is a hurried, non focused attempt.
The act of qualifying the customer means you will ask questions to determine information about the customer's needs and expectations.
Selling suicide: to take inbound calls from inquiring prospects and to not have a structured plan for how to guide the call. Never fear because we have a cheat sheet for you which is a very basic guide for you to build upon. And guess what? Much of what is on this free resource can work for outbound calls too! The added structure to your calls will boost your confidence and gain you more qualified leads and most importantly, MORE SALES. You are welcome.
What is the difference between a stall and an objection? A stall is, "I want to think about it," or "I have to meet with other people." An objection is, "Your price is too high," or "We have a satisfactory supply." Both are putoffs which basically say, "You haven't sold me yet." The bottom line is conversion. You have to convert their lack of confidence, their lack of trust, and their lack of perceived value into a sale.
- Jeffrey Gitomer, The Little Red Book of Sales Answers
Even if you need very specific information... a good strategy is to start with a few open-ended questions and become more focused as you go. This gives you the opportunity to develop a rapport with the other person while at the same time getting some valuable background data. It just takes a little patience, which is essential anyway if you want to get honest, reliable information.
-Jo-Ellan Dimitrius, Ph.D. and Wendy Patrick Mazzarella, Reading People