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Sales Questioning Strategies

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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.

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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 the audio code. • To ask questions, either type the question or raise your hand--you can do this at any time. • This is a dynamic webinar. The more that you participate, 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 how we can help, please let us know on the feedback form.

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Context Your value as a sales professional (and ultimately the amount of your commissions) is determined more by the amount of information you gather than by the amount of information you dispense.

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Traditional Context Role of Questions in Traditional Selling • Find the need, do a needs assessment • Figure out the product or service the client is likely to buy

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Lushin Context New 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

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Selling Today Selling is Experiential • How do we celebrate our children’s birthdays? • When prospects discover why they need or want something, the experience becomes real.

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Smokescreens Our parents taught us to ask the wrong questions.

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Smokescreens

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Questioning Strategies The problem the prospect brings you is never the real problem. Rule of 3+ Without knowing the “real” question and the reason for it, “good” answers can get you killed.

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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 the smoke • 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 real question

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Survey Where does the train come off the tracks?

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Mindset Why won’t 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.”

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Rules Bad questions get you bad answers. Strong questions get you strong answers.

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Rules The one who is asking the questions has the control.

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Questioning Strategies Techniques • Dummy Curve • Gap Questions • Reversing

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Dummy Curve The curse of product knowledge and experience. A professional does what he did as a dummy—on purpose.

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Dummy Curve Dummy Professional Phase Phase Sales Amateur Phase Time

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Gap Questions • Create a gap between where the prospect is and where they think they should be • Even more powerful if done in two parts

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Gap Questions • What’s not happening that should be happening? • What are you doing that you shouldn’t be doing? • How much do you think you are over paying? • What kind of service are you getting? What should you be getting?

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Reversing Always answer a question with a question. If possible, soften it up a little.

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Reversing Straight Reverses (to get a restatement of the question) • What? • Huh? • Can you say that again? • I didn’t hear you • Eh? • Sorry, what?

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Reversing Other Effective Reverses • Start-Stop • Let’s pretend • Self-talk

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Questioning Strategies What answers are you not getting? What questions lock you up?

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Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Questioning Strategies Questions? Fill out the feedback form following this webinar.

More Related Content

Sales Questioning Strategies

  • 1. 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.
  • 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 the audio code. • To ask questions, either type the question or raise your hand--you can do this at any time. • This is a dynamic webinar. The more that you participate, 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 how we can help, please let us know on the feedback form.
  • 3. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Context Your value as a sales professional (and ultimately the amount of your commissions) is determined more by the amount of information you gather than by the amount of information you dispense.
  • 4. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Traditional Context Role of Questions in Traditional Selling • Find the need, do a needs assessment • Figure out the product or service the client is likely to buy
  • 5. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Lushin Context New 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 / 317-846-9200 Selling Today Selling is Experiential • How do we celebrate our children’s birthdays? • When prospects discover why they need or want something, the experience becomes real.
  • 7. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Smokescreens Our 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 / 317-846-9200 Questioning Strategies The problem the prospect brings you is never the real problem. Rule of 3+ Without knowing the “real” question and the reason for it, “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 the smoke • 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 real question
  • 11. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Survey Where does the train come off the tracks?
  • 12. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Mindset Why won’t 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 Rules Bad questions get you bad answers. Strong questions get you strong answers.
  • 14. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Rules The one who is asking the questions has the control.
  • 15. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Questioning Strategies Techniques • Dummy Curve • Gap Questions • Reversing
  • 16. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Dummy Curve The curse of product knowledge and experience. A professional does what he did as a dummy—on purpose.
  • 17. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Dummy Curve Dummy Professional Phase Phase Sales Amateur Phase 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 where they 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 • What’s not happening that should be happening? • What are you doing that you shouldn’t be doing? • How much do you think you are over paying? • What kind of service are you getting? What should you be getting?
  • 20. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Reversing Always answer a question with a question. If possible, soften it up a little.
  • 21. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Reversing Straight Reverses (to get a restatement of the question) • What? • Huh? • Can you say that again? • I didn’t hear you • Eh? • Sorry, what?
  • 22. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Reversing Other Effective Reverses • Start-Stop • Let’s pretend • Self-talk
  • 23. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Questioning Strategies What answers are you not getting? What questions lock you up?
  • 24. Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Questioning Strategies Questions? Fill out the feedback form following this webinar.