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Secrets of Asking Good Sales Questions

Sales questions that close the sale, preparing good sales questions and how to ask them

"Selling isn't telling." In fact, it's more often the opposite. Great sales people ask questions more effectively than others. They know that a good sales question is their single most powerful sales tool.

Good questions direct your customer's thinking. When you use a good question, or a series of good questions, you penetrate your prospect's mind and direct his/her thinking.

There is something in human beings that makes it almost impossible not to think of the answer when we are asked a question. I'm not sure whether it's something genetic, or whether we're conditioned from birth to always think of the answer to a question. Here's an illustration. I'll ask you a question, but I want you to not think of the answer. How old are you? If you're like most of us, you thought of the answer, even after I indicated you shouldn't.

Now, consider where the decision to buy your products or services takes place. It happens in the mind of your customer. A good question from your sales people helps focus and shape the direction in which your customer's mind works.

Yet, most sales people have never adequately prepared good sales questions - the kind of sales questions that direct a customer's thinking.

The result? Missed opportunities, lost sales, frustrated sales people and discouraged sales managers. If your company is going to be successful today, sales people must master the use of good sales questions!

The Solution... Dave's training kit: Secrets of Asking Good Sales Questions!

Designed to be a complete one-stop solution for any sales professional, this kit is an absolute must if you want to sky-rocket your sales! The breakthrough principles, processes and tools that this program teaches sales people will make a major and immediate difference in their results.

What's in the kit... This package contains a copy of Question Your Way to Sales Success, plus two complete sixty minute live training sessions presented by Dave (outlined below) as well as a set of exercises to help you implement the concepts. This program is great as a stand-alone development tool, or it can also be used as two small group-training sessions. Purchase additional sets of worksheets for $7.50 per sales person. (Each lesson, available in CD rom , is a recording of one of Dave's previous live interactive phone seminars.) Everything is organized into a 3-ring binder for easy keeping.

Everyone who has contact with the customer, from delivery driver through customer service and technical service people, through field sales people and key executives, can benefit from this program.

• Lesson One: Mastering Your Most Powerful Sales Tool Part I: Creating Good Sales Questions
  In the first session Dave focuses on how to prepare good questions - the strategies and templates that will help you become comfortable and confident when asking questions. In this motivational 60-minute lesson participants will learn....
  • The one reason a good sales question is the sales person's single most powerful tool
  • The five powerful functions of a good question
  • A simple five-step process for creating good questions for every situation
  • Three criteria for crafting good questions
• Lesson Two: Mastering Your Most Powerful Sales Tool Part II: Using Questions Effectively

  The skillful use of good sales questions results in shorter sales cycles, deeper knowledge of the customer, better relationships with customers and greater penetration of key accounts.

  In this action-packed one-hour seminar, Dave will focus on tactics - the face-to-face principles, how-to processes and tools that allow you to comfortably and confidently use questions to your advantage.

  In this 60-minute lesson participants will learn....
  • How to BUFFER sensitive questions
  • How to sequence questions most effectively
  • Techniques for uncovering "deeper layers of truth"
  • How to create an atmosphere that encourages honest dialog
  • How to master the most neglected question asking-technique
  • Why a good sales question is your single most powerful selling tool

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