Questioning

If you want to become an expert sales professional, start by becoming an expert questioner. Of all the skills that you can learn, questioning will make the biggest and fastest impact on your sales. Put simply, the easiest way to sell is to truly understand the drivers of our clients, what drives their decision-making and what really makes them tick. The biggest mistake we see salespeople make is they jump straight to the solution. They're trying to solve a problem or a need that's not really there yet. So a client might tell us that they want more time back in their day. So instead of jumping to the solution by asking not just more but better questions, we might be able to understand what getting more time back in their day could do for them, what the impact would be if they didn't get more time back in the day, and then we're building the value of our offering higher. So in this module, what we're going to be exploring is the question types that we can use. We're going to look at sequence questioning, so how do we get them in the right order and the right way? And then we're going to look at the question types in the right sequence. We're then going to explore core questioning. How do we get to the core of the driver of our clients and what really drives their decision-making? And then we're going to look at questioning to influence. How before we even get to a product or a solution, that we can influence a client or a prospect to want or need what it is that we're selling. I've mentioned already that questioning is critical. So do immerse yourself in the process of questioning. Make sure you practice and role-play, whether it be by video or with a colleague, and really trust the process that we're taking you through.